What can a consultant do for you? I explain to clients that it’s easy to think of me as both an “outsource resource,” as well as a coach. Depending on the situation, you may be interested in one or both of these capacities.

I work with my individual clients to define core issues he/she wants to address, evaluate options to handle those issues, and help them to either implement them or find a team that can. Examples of this include, but are not limited to:

Business Development

Defining and targeting specific types of clients and/or areas of practice, establishing alternatives to effectively engage those clients, monitoring the success of those efforts and adapting the plan as needed.

Marketing & Sales

Evaluating the effectiveness of current efforts/tools, analyzing competitive threats & opportunities, implementing new tools (e.g. Internet, print and other media), evaluating and adjusting the tools to deliver optimum results.

Business Process

Evaluating existing processes, identifying break-downs and sub-optimal activities, redesigning work-flow operations, monitoring of processes for continued success.

Analytics (“Metrics”) Reviews

Evaluating current metrics and data to determine ROI and overall effectiveness of marketing/advertising efforts. Defining specific metrics and reporting structures for on-going client review. Assisting in analysis and understanding of data being monitored.

Vendor Negotiations

Working on your behalf to highlight cost-reduction opportunities, identify potential vendors, evaluate proposals, make recommendations, assist with on-going vendor communications and management.

Project Management

Working in conjunction with (or independent of) you to advance specific projects toward milestones and/or completion. Rely on my firm as your “outsource resource” to ensure you and your staff maintain focus on core activities. Many of these are ad hoc projects including content creation, editing, field evaluations, fulfillment, etc.

Professional Coaching

Engaging with you to evaluate specific business decisions, discussing potential advantages/risks to you company’s brand and your “personal brand.”

Most Recent Blog Entries

Checking Your Mental Baggage

Mental Baggage Jim Ray Consulting ServicesCongratulations!  You’re about to wrap up another year.  Hopefully, it was productive and profitable.  I’m proud to say my firm had another year of double-digit growth.  If your 2016 was strong, you probably had a solid business plan in place.  Much of the consulting work I did for my clients, focused on practice management.  It was especially true for my solo practitioners.

Note:  My article was originally published by the Louisville Bar Association (Bar Briefs, December 2016, Page 7).

If you’ve ever taken a family vacation, you know how difficult it can be to lug all of your baggage to the car and through the airport.  Once you’ve handed it off at the counter, there’s an instant feeling of relief.  There’s freedom in checking your mental baggage as well.

If you feel as if you’re lugging too much mental baggage (it’s easy to do if you’re running a practice), consider a technique I use with many of my clients.

Find the biggest white board you have and divide it into 3 vertical columns:  Admin, Lawyering and Building.  Your goal is to offload all of that mental baggage.  It’ll help you to visualize areas/tasks that are weighing you down.  At the same time, simply capturing those problem areas is the 1st step to bringing a little order to the chaos. Read more

Sell the Problem You Solve, Not Your Product

I read the above statement in a recent LinkedIn article.  It’s more relevant than many professionals realize.  The role I take on with many of my clients is that of business coach.  Much of what I do involves client perceptions.  This article deals with a common issue – “How others view your practice.”

Note:  This article appears in the Louisville Bar Association’s Bar Briefs (November Edition, Page 10)

Louisville Bar Association, Jim Ray Consulting Services Problem You SolveAccording to the LBA, there were approximately 4,656 licensed attorneys in Jefferson County during the spring of 2016. That equates to only 165 people in our community, per each attorney (Nielsen Company Data, 2016 Jefferson County, KY).  It includes adults and children.  This is a crowded and competitive market.

Many of us are focused on growing respective businesses. That objective requires that we differentiate ourselves in the minds of our target audiences.

One way to do this is by defining your firm’s benefit statement. Simply put, this explains what you have to offer. All too often, many professionals choose to stop there. A more effective approach is to communicate in terms of the problems (the pain points) you could resolve. To iterate the title of this article, “Sell the problem you solve, not y0ur product.”

Luckily for all of us, our clients remind us of these problems every day. Pull out one of your most recent client intake forms. Look specifically for questions your prospective client asked.

Most likely, those questions stemmed from concerns (even fears) that person wants to resolve.

The more easily people make the connection between their problems and you, the person who can resolve them, the closer you are to landing a new client – which, by the way, may be the problem you’re trying to solve for your own practice.

Read more

Why Consulting?

Upcoming Events

  1. Using Differentiation to Grow in 2017

    March 15 @ 9:30 AM - 11:00 AM
  2. Las Vegas CLE Conference

    June 22 @ 8:00 AM - June 23 @ 3:00 PM

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What my clients say

We knew something wasn’t working with our current marketing efforts. Jim is the first person who could give us a straight answer that actually made sense.
Andrea Wasson
Louisville, KY / Wasson & Thornhill, PLLC
Trust is earned in my world. Over the years, I've learned to trust Jim, implicitly.
Timothy Denison
Louisville, KY / Attorney at Law
I trust Jim because I know he always has my best interest in mind. We have a long history of working together, successfully.
Stanley E. Robison, Jr.
New Albany, IN / The Law Office of Stanley E. Robison, Jr.
I trusted him so much that I eventually hired him as the Director of my firm. Jim's strongest asset is personal integrity.
Jack Tolliver
Louisville, KY / The Law Firm of Jack Tolliver, MD & Associates, PLLC
I strongly recommend Jim...He has a wealth of knowledge and experience.
Scott F. Scheynost
Louisville, KY / Scheynost Law Offices, P.S.C.


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