Democracy is always a sensitive topic in company management. The demand for democracy is determined by the nature of partnership, and no one can change it, especially lawyers who are engaged in legal services. Their pursuit of democracy is even stronger. Without democracy, it is difficult for enterprises to retain talents and expand their scale. But the price of democracy is inefficient management. For example, the one-vote veto implemented by many companies emphasizes democracy in production, which makes the company lose efficiency. How to develop democracy and improve efficiency is an urgent task for every law firm, especially for large and medium-sized law firms.
To implement democracy, we must first establish the concept of equality. No matter how rich the experience and high the income, the partners are equal. In order to improve efficiency, the consciousness and concept of partners are very important. Partners must balance their rights as bosses with their obligations and responsibilities as members of the company. Only when all partners are willing to yield to their independence and right consciousness to the managing partner can effective management be produced. In fact, it is difficult for many partners to do this. For example, in the patriarchal system, one person in the firm has the final say, and even if you pay a lot of labor, other partners will be unbalanced. This mechanism is no problem in small and medium-sized law firms, but it is difficult in large law firms. On the contrary, the partners of many firms consider themselves as bosses and have the right to participate in management. Why should they be managed by managing partners or management committees? As a result, they will go their own way. So, two years ago, I asked my partners if they needed management. The answer is clear. In a large law firm, the first thing to do is to manage the partners, which is the premise of managing the firm well. Beijing real estate lawyer, Beijing criminal lawyer, Beijing real estate lawyer, Beijing criminal defense lawyer, Beijing law firm, Beijing Fengtai lawyer, Beijing Haidian lawyer, Beijing Chaoyang lawyer.
In the management mode, there are basically three ways, namely, director responsibility system, executive partner system and management Committee system. Which model should be adopted depends on the size of the company. In China, there are three main forms of office directors: one is natural; Second, take turns to sit in the village; Third, be elected. For newly established firms, especially smaller firms, the creation of directors is usually a natural process, and the main promoters usually serve as directors. However, when new income-generating households appear, this form of management is difficult to maintain. In order to avoid contradictions, some firms take the form of "taking turns to sit in the village". The advantage of this model is that it embodies the greatest democracy. It improves the sense of responsibility of all partners, but due to the frequent change of managers, it is impossible for everyone to invest a lot of time and energy, and some partners are simply not suitable for management. Facts have proved that most enterprises that take turns to sit in the village are stagnant or on the verge of bankruptcy. Comparatively speaking, an elected director can, on the one hand, push a partner who has management ability and is willing to engage in management work to a management position, and on the other hand, because he is elected by the people, it is more convenient to work. The biggest advantage of the factory director responsibility system is high efficiency. In the executive partner system, partners are responsible for each other, and the rights of partners play a balancing role. Most companies use the first two forms. The management committee system is suitable for large law firms with more partners. Usually, there are more than 15 people, and the management Committee responsibility system not only ensures the democracy of management, but also avoids the disadvantages of "too many bosses" It not only takes into account the interests of all parts of the firm and all kinds of people, but also avoids the inefficiency caused by treating the management of the firm as a democratic forum. The third bottleneck: specialization is still only the "wish" of most lawyers.
The lawyer's business development ability is an important symbol to measure the lawyer's success, which determines the lawyer's income and position in the firm or industry. Whether a firm has a modern marketing concept and whether it has established a marketing plan and system also determines the success or failure of the firm. Because law firms not only export professional knowledge and provide professional services, but also engage in business activities, that is, doing business. Since lawyers' activities are commercial activities, they need customers' support and marketing to get customers' support. The purpose of marketing is not to directly sell legal service products, but to communicate with customers, enhance understanding and enhance feelings.
Traditional marketing only relies on the introduction of friends and customers. This is the most direct, effective and lowest-cost marketing method. However, it is often passive, with narrow marketing scope, and customers basically look for lawyers when they have something. Practice has proved that this method alone is far from meeting the needs of market competition. This requires enterprises to make marketing plans and establish marketing systems. So, how should enterprises conduct marketing? First of all, we must improve brand awareness. Brand is money and brand is power, which is a fact proved by domestic and foreign enterprises and the development of many law firms. To establish the brand of a law firm, we must first answer a question, that is, what kind of law firm is a successful law firm? Is it the most profitable law firm or the largest law firm? The answer is obviously not. A successful law firm should create remarkable economic benefits, contribute to the industry and society, and form a good reputation and cultural atmosphere of the firm through strong professional skills, good service quality, team spirit, stable structure and personnel, and clear development goals. To achieve this goal, we must let as many potential customers know about the existence of the enterprise and have a good impression on it. For example, holding a press conference, holding a seminar, participating in public activities and joining a party organization can all enhance the brand of the firm. Attending seminars and holding training courses, Beijing Law Firm has done a good job. I often attend many times every year. Jin Mu, Hejun, Dacheng, Zhonglun Jintong and other partners of more than a dozen firms often appear in the forum, which has narrowed the distance with customers. In contrast, our lawyers in Shandong have not done enough. There are only a few lawyers who can do, write and speak. Even if you attend seminars, you rarely see questions and speeches from Shandong lawyers. Publishing monographs has become the patent of Beijing lawyers, which has greatly enhanced the brand of the firm. I quite understand. At the beginning of 2006, I co-edited the Outline of the Whole Process of State-owned Enterprise Restructuring and Property Right Transaction with Director Li Jiangning of the Provincial State-owned Assets Supervision and Administration Commission, which was published by Shandong People's Publishing House and distributed nationwide, which played a guiding role in the restructuring of enterprises in Shandong and brought a lot of business to Kangqiao Office during the restructuring. Participating in public welfare undertakings is also important to raise awareness. For example, in 2006, entrusted by the Standing Committee of Shandong Provincial People's Congress, Cambridge Society drafted the proposal of Regulations on the Protection of Consumers' Rights and Interests in Shandong Province. It is the first time in the legislative history of Shandong Provincial People's Congress, which greatly promoted the brand of Kangqiao Law Firm. The drafting work lasted for half a year, and more than a dozen discussions were held with the provincial people's congress, the provincial industrial and commercial bureau and related enterprises and consumers. More than 20 national, provincial and municipal news media reported on it, which not only exercised the team, but also promoted the brand. It can be said that no matter how much publicity expenses are spent, it will not play such a big role. For this reason, Cambridge College was named "Top Ten Most Popular Legal Service Brands in 2006" by the National Internet Association. Only two companies in Shandong can win this honor. Haier is an enterprise and Cambridge is an intermediary. Here, I have an experience that if the firm has no brand, it is extremely difficult for lawyers to explore the market. On the contrary, even if you visit new customers, you will get good results.
Secondly, we should make an overall marketing plan. The firm has a certain brand and a certain popularity in the society, and carries out general marketing at the firm level. For example, it is very important to establish a customer network, introduce the firm, edit magazines, establish and maintain the firm's website, and give customers a brief explanation of legal issues. Beijing real estate lawyer, Beijing criminal lawyer, Beijing real estate lawyer, Beijing criminal defense lawyer, Beijing law firm, Beijing Fengtai lawyer, Beijing Haidian lawyer, Beijing Chaoyang lawyer.
Fourth, take effective measures, the main means is communication. We should keep regular contact with valuable related personnel and have direct contact with decision makers. To understand the customer's needs and the purpose to be achieved, be careful not to answer all the questions and leave room. In practice, there are often two phenomena, either irresponsible to customers or irresponsible to themselves.
Fifth, keep a clear head, try to incorporate the needs of clients into lawyer services and tell them that they need the help of lawyers. For example, in Hong Kong, lawyers often say that intangible problems should be made tangible and simple problems complicated, which is the reason. In Shandong, on the contrary, real estate development business, for example, could have done specialized legal services, while many lawyers and firms are legal consultants. You know, it's just a change in form, and the lawyer's fees are very different. Another example is the signing of the equity transfer contract. For a big law firm in Beijing, it needs at least 30 pages, while most of our law firms in Shandong have seven or eight pages, and some even have three or five pages, so the cost simply doesn't go. Of course, as a lawyer, you should also have the ability to simplify complex problems, so that clients will think that your mind is clear.
Sixth, people should be honest and have a certain personality charm, and they should not brag or be too modest.
Seventh, we should be good at studying new business and finding new customers, and at the same time, we should further tap the resources of existing customers. This is very important. The same client and different lawyers will certainly bring different returns.
Eighth, be good at participating in social activities, including gatherings of friends, classmates and fellow villagers. Take part in more sports and entertainment activities and get in touch with potential customers as much as possible. You know, it is difficult for lawyers who come home from work to open up the market.
Ninth, we should develop business around the government's economic work.
Tenth, to develop high-end customers, we should not only study law, but also politics and economics.