Episode 18. Intelligent Growth for Trial Attorney Firms – New Times Call for New Measures

In this episode, Jeremy E. Poock, Esq., founder of Senior Attorney Match (www.seniorattorneymatch.com), Ari P. Kornhaber, Esq., Co-founder and Executive Vice President of Esquire Bank (www.esquirebank.com), and Peter Webb, a founding member and Senior Vice President of Scorpion (www.scorpion.co) discuss intelligent growth opportunities for Trial Attorney Firms to thrive and not just survive during the Covid-19 era. Webb identifies the 3 major problems that Trial Attorney Firms face today: (i) Generating more/better cases; (ii) Getting in front of the types of cases that Trial Attorneys want; and (iii) Wasting money on case acquisition costs. Webb defines “Intelligent Growth for Trial Attorneys” as the strategic expansion of (i) Cases; (ii) Firm size; (iii) Geography; and (iv) Market share. Kornhaber stresses the need for Trial Attorney Firms to “plan for long game now,” starting by projecting case inventory revenues for the next 12, 24, and 36 months. Kornhaber explains the benefits that case cost financing offers to Trial Attorneys and describes the Case Cost Line of Credit and Working Capital Line of Credit that Esquire Bank offers to Trial Attorney Firms. Webb and Kornhaber discuss the interplay between investing in Internet Marketing Strategies and operational infrastructure for growing Trial Attorney Firms, including how Esquire Bank’s case cost financing can free-up financial resources for Trial Attorneys to: (i) Improve their firm’s brand; (ii) Generate new cases; and (iii) Invest in operational infrastructure to position themselves for growth. Poock shares the “Win-Win” opportunities that Senior Attorney trial lawyers present to growing Trial Attorney Firms, including: (i) Adding new cases; (ii) Adding new referral sources; and (iii) Bringing 30+ years of trial experience that often results in increasing a growing Trial Attorney Firm’s overall case values.