Why do I get all the hospital passes?

There will always be the cases no-one else will touch.  It you feel like you’re the one always picking them up, it may be time to ask yourself why.

The wrong type of clients

The notorious non-paying solicitor client; the end client with more money than sense; the direct access client who did a law degree and knows the answer; the pleadings that are completely wrong; the case with absolutely no chance of success.

Does this describe your portfolio of recent work?

If your Clerk is presenting you with these ‘opportunities’ more frequently than you would like, you may need to take action to reverse the trend.

Clarify your expertise

There are some barristers in your Chambers who never get these types of cases.   The Clerks wouldn’t even make that call.

Start by taking a look at the profile of these types of practices.   Are they generalists, working across multiple areas, who can ‘do a bit of everything’? Or have they developed a reputation in one or two areas of expertise, and created a marketing plan which speaks to those areas, ignoring all others?

When you have a reputation for expertise in a specific area of work, your clerk will have you in mind for this type of work. You won’t be the barrister who is picking up whatever falls between the cracks.

Clarify your clients

The best exercise you can do to improve the types of cases you work on relates to your clients.

By creating a profile of the type of client with whom you want to work, and orienting your marketing to them, you will increase your chances of working with them.

When you orient all your marketing outreach towards that type of client, you’ll be able to bypass the hospital pass clients.

Being proactive about attracting premium clients will reduce the likelihood of you having to accept clients just to fill a gap in your instructions.

A system for finding great clients

If you’d like to learn a system to bring premium clients directly to your practice, book a 30-minute no-fee call here to get started.

By Heidi Smith
Creator of Jurilogical.com