In conversation with Tim Sarson, COO at Birketts LPP – a Katchr case study
Tim Sarson, COO at Birketts LLP explains how Katchr has helped secure an 80% rate increase from a major account. Watch the full interview here.
In Tim’s words:
“Katchr has brought significant value to our business because the lawyers have now got a very easy-to-use, clearly set-out, set of management information that they can act on immediately.”
“Our team leaders are certainly more focused on the performance of their team as a result of Katchr. They have the information in front of them that allows them to make those decisions and, also, feel confident enough to challenge and recognise the performance of their team members.”
“With the advent of the client profitability module that Katchr has, we could very easily see which clients were in our sweet spot, which were where I would call ‘good clients’, those where we were needing a level of review; and those that, perhaps sadly, we would have to have the uncomfortable conversation about no longer working for them. It was also an ability, for us to say, ‘Are we really value-pricing to this client?’ and, ‘Are we, perhaps, even overcharging and making ourselves vulnerable to somebody coming in more competitively?”
“We are very clearly able to see which clients deliver the most profit and those on which we would like to see an improvement in performance. Where there is a desire for improved profitability, we are then able to delve into the individual matters and talk to the lawyers concerned to see why we were not able to deliver that work more efficiently.”
“A really good example of where the client profitability module has made a huge difference. We tendered competitively to get onto a significant piece of public sector work. Having won that tender and got on to the roster, we found that over the first year, our profitability was not at a level that would have been sustainable. However, the client was really pleased with the quality of our work. We were able to go back and look for an 80% – I say that again – an 80% increase in the rate. The client, as a result of this, really wanted us to remain on their roster and agreed to our price increase.”
“Over the years that I’ve been using Katchr, I have regularly been asked whether I would be prepared to be an advocate for the firm. I can honestly say that I have only ever been positive about that. The main reasons are, firstly, Graham and the team are a fantastic bunch of people who have a vision that I share. They are genuinely passionate about what they do. They want to bring integrity into a space where perhaps there hasn’t been in the past.”
Discover how top law firms, like Birketts, are using data to improve performance and grow their business, download Katchr’s free guide here.
