Simon Thomas · CEO, Montpellier Legal
Target Exchanges, Not Billing
Summary
Simon Thomas of Montpellier Legal on growing a conveyancing firm to 100 staff in five years, targeting lawyers on exchanges rather than billing, patient capital, and why the public undervalues how hard agents work.
Ross's Reflection
Simon runs a law firm on the metric our whole industry should share, exchanges rather than billing. Incentives write behaviour. Point your people at the outcome the client actually wants and the revenue follows in better condition.
Ross D'Aniello, host
Key Quotes
We target our lawyers not on billing. We target them on getting exchanges through.
Simon Thomas · 20:53
Ross: Measure the outcome the client feels, and behaviour follows.
The work will come to you if you build quality. Build capacity, then fill it.
Simon Thomas · 05:14
Ross: Quality is the best sales team a firm can hire.
Imagine from day one that you're the big company, so growth is a natural pain, not a surprise.
Simon Thomas · 34:26
Ross: Decide like the business you intend to become. Growing pains beat growing surprises.
Reels From This Episode
Transcript
The work will come to you if you build quality. Build more capacity, then go and get more work to fill it.
We target our lawyers not on billing. We target them on getting exchanges through. It's a fundamentally different mindset.
Imagine from day one that you're the big company, so all the decisions are natural growing pains rather than unexpected ones.
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