Naturally we are always keen to establish new relationships with overseas Associates in the hope of being appointed to represent their clients in new matters.
If an overseas Associate sends an e-mail/web enquiry, please give it priority so that they receive a reply as quickly as possible on the same working day. It might be that they have sent the same enquiry to a number of firms, so in order to quickly foster a rapport with a new Associate, our aim is to impress them firstly with the speed of our reply, and secondly with the quality of our service.
If the enquiry relates to specific work, for example requesting a quotation, then it should first be referred to a fee-earner, according to the nature of the enquiry, who should then send the initial reply.
New Associates
If it is an e-mail from a previously unknown firm of foreign attorneys simply sending a schedule or seeking to set up a relationship, please set up a suitable M file (if none already exists) and send a reply thanking them for getting in contact, and saying we will keep their details to hand in case any of our clients needs assistance in their country. Send a copy of our schedule, offering assistance if any of their clients needs to file in Europe or the UK.
Far Eastern associates usually ask for a discount. You can offer a “special discount of 5% for all our service charges”. Remember to set this up in Equinox, but bear in mind that we are now operating what is effectively a different fee schedule for all associates, based on a separate dollar rate (or, where we bill in Euro, a separate Euro rate), which does not need to be tied to the local client rate.
Last Updated on 2 January 2025 by Keith