In last week’s episode I shared 3 pivot points that you need to consider – your positioning, your solutions and your delivery.  In this episode I delve deeper into pivoting your solutions.  

The best way to build a thriving business – crisis or no crisis – is to learn what your clients need and use that knowledge to design services that they’ll pay for.

To do this, we need to get our of our own heads. Being experts at the law doesn’t mean we instinctively understand what our clients need.

There are three things that will help you create services that your customers will buy – even in a crisis!

1. Know who you help

If you try to please everyone, you end up pleasing no one. Knowing you help and what problems they have is the essential first step. Come up with a hypothesis – “I believe [type of people] experience [describe problem] because [describe reason]”

2. Get talking

Validate your hypothesis by talking to your clients. Don’t play a guessing game, ask them about their world and about the problems they face. Focus on understanding the problem they want to solve, not on the solution you have for them.

3. Embrace the MVP

According to Eric Ries, a minimum viable product is a “version of a new product which allows a team to collect the maximum amount of validated learning about customers with the least effort.” The idea is to understand your client’s interest in your service without fully developing it. As you receive feedback, you can refine your MVP and eventually build it out in full. When you get to this point, you’ll have tested your service and know it will be a success

Remember, if you want some 1-1 guidance with your business strategy, get in touch. I’d love to help. 


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