1.
Inspiring
stories from
legal support
professionals
Introducing
CoreLegal -
Meet The
Team
Do you have a nightmare of non-legal, non-productive, problems
eating into your time and temper? Imagine how good life would
be if you could only concentrate on being a successful lawyer.
Let us tell you about our great services
for solicitors and barristers....

2.
The ‘One Stop Shop’ Principle
The Legal Profession is facing uncertain times and it
is important to keep up, or you will be left behind.
small firms have never been under so much pressure.
they need to keep overheads down and yet continue
to perform to a very high standard.
It takes time to find a reliable outsourcing firm. With
all the pressures they are under, solicitors need a “one
stop shop” support organisation to reduce their ad-
ministration to a team they can trust. cue: coreLegal.
CoreLegal meet periodically as a
round table to discuss how we
can help legal firms to compete.
The small firms may never ‘match the big guys’ in
terms of weight, but we want to help them operate
at a higher level so that their size and operational
efficiency actually becomes an advantage.
CoreLegal events are an ideal way
to meet us all at once.
This booklet brings together some inspiring stories
plus tips and advice to help you improve the perform-
ance of your legal practice.
We hope these examples from our legal support pro-
fessionals will encourage you to make the next steps,
on your way to raising your game, and to contact us
in the strictest of confidence, if there is anything that
you need help and support on. find out more at
www.corelegal.net or email info@corelegal.net www.corelegal.net
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

3.
Foreword
Legal people, whilst
having a splendid
Contents
knowledge of the law profiles of the coreLegal team
– sometimes don’t
have all the skills Caroline Newman
necessary to run a coach, consultant, trainer
successful practice. Networking and contacts are important!
Dave Mort
solicitors research
marketing the firm, keeping the books, growing the
business, etc; I’ve learned that you can’t do things
Irene Danso & Lisa Newton
by yourself. You need a team of good people around
Legal cashiers / Bookkeepers
you. this is where core Legal can help you.
Jason Cobine
l The Core Legal members are all experts in their Insurance
respective fields. If you require help in any area
outside your own main expertise of law – then Jon Hepburn
please do get in touch with us. marketing consultant
l We are a group of legal support providers who Justin Locke
have come together to save solicitors time and to practice & case management system
offer them an alternative.
Martin Bacon &
l If finding reliable, cost effective, professionals Allen Sternstein
who understand your needs and maintain your It systems
standards has always been difficult - core Legal aim
to make it much easier. Ray Fox
practice mergers, sales & Valuations
l This booklet gives you a little bit of background
about the members of Core Legal – told in their Tom Worner
own words. coach & soft skills trainer
Lisa Newton
entrepreneur & founding member
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

4.
Caroline Newman
Years in the game: 8 as a coach, 12 as a solicitor
Business: training, coaching, consulting
www.lawdacity.com
caroline@lawdacity.com
Lawdacity™ was founded by solicitor Caroline Caroline’s Top Tips
Newman LLM, the author of Legal Gold. she is a
certified neuro Linguistic practitioner trainer and l Become an elite rainmaker
master practitioner and a certified personal, Business to be successful you must have
and executive coach. she is a licensed Life success a full book of business. an elite
consultant and an international professional speaker. rainmaker mindset is simply the
expansion of your value propo-
Following a successful career which included senior sition and awareness into the
positions in local government and the charity sector, relationships and assets that al-
caroline became a solicitor with sJ Berwin LLp and ready exist within your business
later set-up her own successful law practice. since and sphere of influence.
2004, she has been coaching and consulting with You already have what you
solicitors and barristers wanting more success in their need to build a dynamic and
lives and helping them reach their goals. profitable book of business; you
just have to leverage your exist-
Caroline has worked with thousands of lawyers ing assets for the opportunities
and previous clients include the Legal services that await you.
commission. caroline was an elected member of the
council of the Law society of england and Wales for l get to Know your clients and
several years and chair of its diversity and equality your employee’s Interests, mo-
committee. she has won awards for entrepreneur- tivations, and desires
ship and for services to the Legal profession. By knowing your clients’ and
employees’ real motivations
and desires, you’ll be able to
What’s the biggest challenge you’ve seen a solicitor give them what they want in a
face? the biggest challenge facing a solicitor is being consistent and memorable way.
de-equitised from a firm they helped to establish.
l create an irresistible offer to
What makes a solicitor leave the profession to decide the correct target market.
to become a guru / coach?
I decided to become a consultant and coach to
lawyers because I felt I could make a real difference
to the lives of people who were struggling.
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

5.
Dave Mort
Years in the game: 22
Business: research/client satisfaction surveys
for Law firms
www.legallybetter.co.uk
dave.mort@legallybetter.co.uk
David Mort formed IRN Research (trading name of David’s Top Tips
IRN Consultants Ltd) in 1991. Irn has a strong track
record in running client satisfaction surveys and l don’t treat market research as a
market research projects (e.g. surveys of specific luxury
markets, competitor reports etc) for law firms and It is a key part of the business
solicitors. Innovative law firms know that these planning process... and the first
surveys not only measure client satisfaction but can place to start is with existing
identify other client demands and highlight possible clients.
new sales opportunities.
l Budget sensibly
IRN is also a partner in a new web site www.legally- research fees vary from hundreds
better.co.uk enabling law firms to put their reputation to thousands of pounds so you
online by using their client feedback to reach a wider don’t have to make a big hole in
potential audience. your budget. But be realistic,
don’t cut corners, and use a mar-
ket research society member.
What’s the biggest challenge you’ve seen a solicitor
face? Legal market liberalization, regulatory upheaval, l act on research findings and
and increased competition, mean that the biggest maybe use it for pr
challenges have still to come …. but forward-thinking don’t let research results gather
and flexible law firms will survive. dust … act on key research find-
ings whether you like the results
do you work alone? no, we have a team of experi- or not! If appropriate, use any
enced researchers, interviewers, and project man- non-confidential results for pr &
agers not only in the uK but also overseas. publicity about your firm.
What’s it like to work with solicitors? sometimes frus-
trating, sometimes enlightening – contrary to some
public perceptions not all solicitors are the same.
How have you overcome any obstacles that you’ve
faced? Hard work, talking to others, revisiting and
adapting the services we offer to changing market
conditions.
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

6.
Irene Danso & Lisa Newton
Years in the game: 22 & 8 respectively
Business: Legal cashiers/Bookkeeping
www.boogles.org
admin@boogles.org
Lisa Newton formed Boogles Ltd – a bookkeeping Boogles Top Tips
service in 2004, in the same month that she
graduated from university. over the years, Boogles l check the credentials of your
had an increasing number of enquiries from solicitors cashier
who wanted their books to be done. seeing an many cashiers are operating as
opportunity to become leaders in this niche sector, one-man bands, or they’re It
Lisa teamed up with Irene danso to run the legal people who are chancers. Know
bookkeeping arm. who you’re dealing with.
Irene Danso, a Legal Cashier for over 20 years has l Have systems in place
worked in a variety of different sized law-firms and has good systems reduce your
been instrumental in the setting up of and improve- chances of breaching the solici-
ment of accounts departments. tors accounts rules (sars).
l Have a budget
Who has been the greatest inspiration to you? try and budget for items. and
Warren Buffet, robert Kiyosaki & oprah Winfrey. keep money set aside for a rainy
day and for your Vat bill.
What’s the biggest challenge you’ve seen a solicitor
face? corrupt cashiers who’ve breached the Law so-
ciety’s rules left, right & centre – and then disap-
peared. switched off their phone and that was that.
do you work alone? no, we have a team of over 20
bookkeepers who we supervise and to whom we pro-
vide support.
What’s it like to work with solicitors? challenging.
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

7.
Jason Cobine
Years in the game: 22
Business: Insurance
www.cobinecarmelson.com
jason@cobinecarmelson.com
Jason Cobine has helped hundreds of businesses - Jason’s Top Tips
sole practitioners, managing partners, LLp’s, manag-
ing directors and charities in London and the home l check what isn’t covered.
counties get their insurance claims paid. arranging don’t be blinded by features you
insurance correctly, being available when clients need may never need.
help and updating policies avoids insurance disputes. always call your insurance claims
helpline before you need it.
Typically clients may already have insurance but check how they respond when
aren’t 100% certain that it’ll pay out. Jason has devel- you most need help.
oped a unique process that provides clients with re-
assurance that they have the right cover. this protects l check if your policy pays for all
clients income and reputation. the defence costs
the excess may catch you out.
Who has been the greatest inspiration to you? my l Jason’s parting thought
cousin who has fought more than five bouts of “It’s not the strongest or the
different types of cancer whilst supporting a wife with fittest who survive. It’s those
ms – still going strong and will not lie down. with the capability to adapt.” I
can’t remember who wrote that
What’s the biggest challenge you’ve seen a solicitor yet I adapt.
face? failure of a claims department to answer a
query about a possible claim in good time leading to
increased costs for the solicitor.
do you work alone? I have outsourced things I’m not
good at, so I spend most of my time with clients,
prospects and introducers.
What made you join core Legal? collaboration is
something I love and teaming up with other service
lead businesses means I can learn from everyone else.
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

8.
Jon Hepburn
Years in the game: 22
Business: marketing consultant
www.fedoraconsultancy.co.uk
jon@fedoraconsultancy.co.uk
Jon is the founder of The Fedora Consultancy, a spe- Jon’s Top Tips
cialist provider of marketing and business develop-
ment services for law firms. previously Jon worked as l existing clients are your gold-
marketing and sales manager for an after-the-event mine.
insurance company, dealing with a wide range of law they’re your customers, get in
firms. touch. Build a dialogue with
them and maximise your reputa-
the impact of the clementi review (and subsequent tion.
Legal services act) led Jon to establish fedora, spe-
cialising in advising law firms (particularly smaller l get involved!
ones). online legal services are here
now – it’s additional business, so
He is a member of the chartered Institute of market- get involved!
ing and a chartered marketer with over 20 years ex-
perience within a variety of marketing disciplines. l HoW you communicate...
... is as important as WHat you
communicate technical excel-
What’s the biggest challenge you’ve seen a solicitor lence alone is not enough.
face? the real impact of the Legal services act is just
around the corner…
What made you join core Legal?
a meeting of like minds, exchanging ideas and helping
solicitors meet the many challenges ahead.
What’s it like to work with solicitors? rewarding,
challenging – worth the effort. occasionally an
expression containing the words ‘horse’ and ‘water’
comes to mind…
How have you overcome any obstacles that you
faced? determination. I am passionate about the
power of good marketing practices.
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

9.
Justin Locke
Years in the game: 30
Business: case & practice management software
www.selectlegal.co.uk
justinl@selectlegal.co.uk
Justin has so far enjoyed thirty years supplying legal Justin’s Top Tips
software with major suppliers to the private and cor-
porate legal sector. He joined steve dixon and mike l It’s a people thing
craven , the co-owners/directors of select Legal sys- When choosing a legal software
tems in february 2010 since when we have increased supplier, yes of course the soft-
the user base by 105% and expanded the LaWfusIon ware has got to be spot on, but
hosted service in a secure, Iso 27001 accredited data- think about the people you are
base. buying from and their values and
expertise. make sure there is syn-
ergy between your orgnanisation
Who has been the greatest inspiration to you? and theirs and that you actually
mike Jones, a white water canoeing explorer and doc- like and trust them–you are going
tor who canoed down everest and was leader of sev- to be working closely with them
eral first river descents - he was always ready to help for several years to come.
beginners and lived life to the full.
l consider the cloud
What’s the biggest challenge you’ve seen a solicitor When your hardware (main
face? Being entrepreneurial while at the same time servers) are next up for renewal
providing excellent client service - getting the balance you should consider the cloud for
right is a challenge for most solicitors. a hosted option. select Legal, al-
though a legal software supplier
What’s the biggest challenge to success that law firms for 20 years, was one of the first
face? the ever changing goal posts, in terms of the to offer a hosted version of their
regulations and compliance requirements they face software. select offer both op-
before they can start to earn a living. tions – a traditional ‘on-premise’
installation or a ‘hosted’ installa-
tion and they will help you work
out which is right for you.
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

10.
Martin Bacon/Allen Sternstein
Years in the game: 19
Business: It managed services and consultancy
www.parachuteit.co.uk
allen.sternstein@parachuteit.co.uk
Martin Bacon the MD of the company, has over 12 Parachute’s Top Tips
years management experience in the IT industry;
having held senior roles in sales and technical capac- l competition is healthy
ities. Working with parachute It’s many clients across If you have something valuable,
the legal profession; he knows the complexities and what others want - grow, nur-
challenges of the sector, its people and their needs. ture and protect it. Work it to
your advantage
Allen Sternstein is a senior business systems and ICT
professional with over 15 years’ experience in a l opt for informed decision making
range of business sectors in the uK and europe. since resist paralysis by analysis
2003, he has worked for legal firms on business
development, management and Ict matters; involving l exploit uncertainty
work with the Law society, sra, Lsc, Lexcel and the raise your probability of success
Information commissioners office.
What’s the biggest challenge you’ve seen a solicitor
face? developing profitable business in a fast-chang-
ing competitive, regulatory and digital world and de-
livering outstanding customer satisfaction.
Is it just you two? no. We have a team of qualified It
and digital communications managers and technical
services staff in the uK and overseas and a network
of trusted specialists and advisors.
What’s it like working with solicitors? as interesting
and rewarding as working with other groups, but we
get stretched more; intellectually.
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

11.
Ray Fox
Years in the game: 17
Business: practice mergers, sales and Valuations
www.bottomlineconsultancy.com
merger@corelegal.net
Ray had been a regular client of numerous law firms Ray’s Top Tips
and when they heard he was about to start the Bot-
tom Line consultancy in 1994 they seemed to get very l Have an exit strategy
excited about having the former Legal director of dun How are you planning to step
+ Bradstreet working for them as a consultant. away from the firm you’ve built
up over the years, when you re-
tire?
In the beginning, what type of work were you doing
for your clients? l make a decision!
We were generating commercial clients for law firms. You might get it wrong. But
I was appalled at how bad law firms were at running procrastination is not healthy for
their businesses. they had no idea where clients came business.
from - it was like talking to 8 year olds about where
babies came from - maybe the stork brought them!! l enjoy the journey
What is your experience of working with solicitors?
perhaps its my background in psychology, but I found
that many seemed to have similar personalities -
so many were introspective, introverted, running
isolated businesses, keeping their heads down below
the parapet, dotting i's & crossing t's, etc. then it hit
me - when a law firm has a problem, they don't have
anybody to go to for help.
How has your consultancy developed?
over the years, we've become the largest broker of
law firms in the uK and probably the only consultancy
offering advice on practice valuations having worked
for a total of 520 law firms in all, with about 260
involving practice mergers, sales and Valuations.
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

12.
Tom Worner
Years in the game: 10
Business: soft skills training/coaching to lawyers
www.profirma.co.uk
tom@profirma.co.uk
ProFirma was founded by Tom Worner. Tom is a qual- Tom’s Top Tips
ified solicitor (currently non-practising), and he has
worked both in private practice, specialising in com- l differentiate yourself
pany commercial law, and in-house (for a household find your niche in the legal
name electrical equipment manufacturer). tom services industry, and develop
co-founded his own law firm in 2008, before exiting and raise your profile/brand
in 2011 to set up profirma. the law firm still exists, within it
and continues to trade.
l Build strong, lasting client rela-
Tom is hugely interested in the business/ commercial tionships
side of running and growing law firms, and in how provide each and every client
legal services are marketed, sold and delivered. with an extraordinary service
profirma exists – through its training and coaching and experience – earn their trust
programmes – to help law firms and individual and loyalty, and build strong,
lawyers stand out and succeed in this new era of legal lasting relationships with them
services, with more leads, clients and greater revenue.
l develop the right soft skills...
...in marketing, sales, business
What makes a solicitor leave the profession to be- development, client relationship
come a coach / guru? a huge interest in the busi- management, business manage-
ness/commercial side of running and growing law ment, and so on – to stand out
firms, and in helping law firms and individual lawyers and prosper in this new era of
achieve the successes they desire. these are exciting legal services
times for the legal services industry.
What is your experience of working with solicitors?
challenging, exciting, emotional, inspiring, madden-
ing, satisfying – all in one, big bundle!
What’s the biggest challenge to success that solicitors
currently face? It’s to quickly adapt to this new era of
legal services, which is seeing new and exciting en-
trants, and therefore increased competition.
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

13.
CoreLegal
CPD Seminars
One of the best ways to
impart our knowledge in
our specialist subject
areas, has been to host
seminars for the legal
profession.
We’ve run various events
on topical themes such as
coLps and cofas, How to
grow your practice and
have forthcoming events
on social media for law
firms amongst others.
after our seminars, we like
to provide time for the
delegates to network with
our speakers afterwards.
Pictures opposite
from our events
If you’d like to be in-
cluded on our mailing list
and kept informed of the
next CPD seminar date
and topic, please email
us: info@corelegal.net
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

14.
Useful Links
l Barristers - www.newsquarechambers.co.uk
l delia Venables – www.venables.co.uk
l Legal complaints service - www.legalcomplaints.org.uk
l the Institute of Legal cashiers – www.ilca.org.uk
l the Institute of Legal executives - www.ilex.org.uk
l the Institute of Legal secretaries & pas - www.institutelegalsecretaries.com
l the Institute of para Legals -www.mylegalcareer.org.uk
l the Law society – www.lawsociety.org.uk
l the sole practitioners group - www.spg.uk.com
l the solicitors regulations authority - www.sra.org.uk
CoreLegal House,
Hurst Cottage, Bottle Square Lane,
Radnage, Buckinghamshire, HP14 4DP
www.corelegal.net Tel: 01494 483728 info@corelegal.net

15.
IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs