act Fort Advocaten ("act FORT") is a medium-sized law firm in Amsterdam specialising in real estate and corporate law. The firm has a strong position in the real estate, hotels & leisure and retail sectors and is part of act legal, an international alliance of independent law firms in 9 European countries. Act FORT employs over 30 lawyers.
How did you come into contact with Convins?
"Convins approached us about 3 years ago. An important factor for us to go with Convins was that they have experience in working for business service providers such as accountancy and law firms. In the meantime, working with Convins has proven to be a pleasant and effective way for us to expand our client portfolio and we use their services for various sections within our firm."
Why is the cooperation successful and what do you mean by successful?
"Our law firm does not have its own sales department and sales is not necessarily in the DNA of a lawyer. Our lawyers are strong in their work, but acquisition is really a different sport and requires specific skills. It is good that we have outsourced this form of acquisition. The cooperation with Convins is good, we have a lot of contact with each other. The fact that Convins is easily accessible and that we can coordinate matters easily, means that the sales activities fit in well with our way of working."
What do you think are the USPs of Convins and its team?
"The professionalism, the communication (both with customers and with us), and the customer focus. Convins regularly keeps its finger on the pulse of how the cooperation is going and the contact with the back office is good. An important advantage of working with Convins is that we are immediately at the table with the right decision-maker, who is open to an introduction. Furthermore, it is nice to work on a no cure no pay basis."
"The person with whom our lawyers have an appointment has already shown an interest in our firm during the telephone call and knows what the approach of the conversation will be. That way you can get to the point quickly."
What has success meant for your business?
"Working with Convins has really put acquisition on the map for us. Many of our lawyers are involved in the appointments. Through the appointments made by Convins, our employees gain experience in how to prepare for such an appointment and how to conduct the conversation. It is in fact sales training on the job. And since Convins pro-actively calls and schedules appointments, acquisition is constantly on our agenda. And not unimportantly: a number of appointments have resulted in nice assignments."
"Working with Convins has made acquisition a real part and priority within our firm."