Wilson and Kinsman, LLC

Personal injury firm streamlines new client pipeline with Lawmatics

Ronald Foster

Sales and Marketing Director

Wilson and Kinsman, LLC

The results

Client acquisition

Time saved

Revenue

Firm Facts

Practice Area

Personal Injury

Business Size

19 Staff

Location

Elkhart and South Bend, Indiana

Switched From

Nothing

Meet

Ronald Foster

Ronald Foster brings over 30 years of extensive sales and marketing experience from the manufacturing sector to his role as the sales and marketing director at Wilson & Kinsman, LLC. Having joined the firm in September of 2023, Ron’s job is to drive growth and expansion for the firm. He’s the firm’s Lawmatics user-in-chief, managing a five-member team that processes incoming case leads. In this role, he oversees teams of callers and consultants who triage potential clients, identifying qualified leads who the firm is best equipped to serve.

What our customer have to say

“Everything [in our decision making] is automate, delegate or eliminate. Lawmatics checks the box for automation every single time.”

Ronald Foster

Sales and Marketing Director

Wilson and Kinsman, LLC

The mission

Wilson & Kinsman embodies a values-driven approach to legal practice, rooted in a steadfast mission of service. To deliver results for their clients, they needed a sophisticated foundation of operations for the practice — a CRM that would keep the team running like a well-oiled machine. As a personal injury firm first and foremost, Wilson & Kinsman also required a system that would facilitate rapid, seamless engagement with leads. And that’s easier said than done in high-volume practice areas where potential clients are continuously shopping for the best help available.

Challenges

Clunky pipeline management

Right from the start, Wilson & Kinsman knew that relying solely on manual processes for organization and reaching out to clients just wouldn't cut it. They saw how it led to delays, wasted time, and even lost chances with potential clients who might have turned to other firms. As their clientele grew more diverse and the number of leads increased, maintaining an organized pipeline would be crucial for maximizing revenue and client conversion rates.

Disconnected team coordination

Disparate systems created disorganized teams. Without a central platform for tasks and progress tracking, the firm would lack visibility into team performance and workload distribution. Ron’s team could risk potential clients slipping through the cracks between distinct touchpoints.

Client communication gap

In personal injury law, response time is everything. Failing to follow up could result in missed opportunities, hurting the firm’s bottom line. Wilson & Kinsman needed a consistently rapid response time to potential new clients — without neglecting communication with current and even former clients.

What our customer have to say

“We're running a smarter practice because we don't have to go back and double check our work every time.”

Ronald Foster

Sales and Marketing Director

Wilson and Kinsman, LLC

Benefit highlights

Ease of lead management

Through Lawmatics, the firm effortlessly captures, tracks, and organizes leads with precision – without sucking up staff time. With clients seamlessly progressing through automated pipelines, Lawmatics frees up Ron’s team to focus on client and case work. “I've been able to get my staff to move away from looking at each funnel every day and focus on the tasks at hand,” Ron reports.

Dynamic team coordination

Wilson & Kinsman’s intake team uses tasks to juggle all their action items, from setting up appointments to reviewing cases. Flexible kanban and list views make it easy for Ron to allocate tasks, monitor progress, and make sure everyone’s on track. “I can go in and I can see who has tasks that are becoming close, or if they've gone overboard and I can redirect some other people to help out.”

Enhanced client communication

Lawmatics is a cornerstone of Wilson & Kinsman’s client experience program. When new leads come in, they're greeted with friendly emails and informative videos. With automated reminders and personalized messages, clients stay connected and informed throughout their case journey. Ron proudly reports, “We're doing things that larger firms that I've worked with in LA and San Francisco and Chicago don't even dream of doing.”

New business from old clients

With Lawmatics, Wilson & Kinsman can expand outreach to past clients while still handling new cases smoothly. Take their criminal defense clients, for example. The firm uses tasks to monitor and set reminders for when a past client becomes eligible to have their record cleared. “So in eight years, I get a notification to give them a call, get them back in the office, and let's get that charge expunged from the record.”

Adaptable intake processes

Wilson & Kinsman appreciate that every client and case is different. That's why they've created flexible call scripts as custom forms to tailor their approach to each individual situation. Ron explains, “By answering this-or-that questions, yes-or-no questions, it will change the script as they go.” He also added that these scripts make training new staff a breeze because they don’t have to memorize every detail for every possible scenario.

Data-informed marketing strategy

To understand what marketing efforts pack the most punch, Ron identifies the source of every lead that comes through the pipeline. He also measures the effectiveness of each campaign and source in order to eliminate waste and maximize profit. “If I can put in the amount of money I spent on the lead, and Lawmatics will link it to a hire, then I can show my ROI.”

Power features

Automations

Prospective clients typically do their research in limited pockets of time as their bandwidth allows. For that reason, a prompt response time is essential to securing new clients. With robust Automations in Lawmatics, Ciment Law is ready to engage a new prospect — no matter the time of day. All leads receive confirmation and resources within minutes of submitting their inquiry. “The time that a lead wants to talk to an attorney was right then and there,” says Daniel. “And so response time and being able to follow up immediately has been vital.”

Data reporting

“Having the data and the insight as far as what [marketing] works and what doesn’t work is vital,” says Daniel. He leverages custom reports to analyze vital statistics about the firm’s business, like cost per lead and cost per acquisition. The figures therein provide Daniel with a clear understanding of where to allocate resources for maximum impact. “Lawmatics has really helped us with that insight. I’ve been able to pour gasoline on and really blow it up and get a significant number of leads.”

Email nurture campaigns

Even if a prospect isn’t quite yet ready to become a client, Ciment Law utilizes drip nurture campaigns to stay in touch. Each of these campaigns is targeted to a particular pain point or objection a prospect has to retaining an attorney. “Keeping that open line of communication takes our conversion rates to a different level,” according to Christian. “They honestly appreciate that we’ve been persistent and keep contacting them to let them know we’re here.”

What our customer have to say

“[Lawmatics] helps me identify which leads are working and which aren't.”

Ronald Foster

Sales and Marketing Director

Wilson and Kinsman, LLC

Future business goals

Wilson & Kinsman remains steadfast in their commitment to serving the community of Elkhart and beyond. With an efficient and steady stream of new clients driving profitability, the firm is poised for growth and expansion. In the near future, Wilson & Kinsman aims to:

Expand hiring of attorneys and paralegals
Complete move into new officer in South Bend, Indiana
Identify new office location in Chicagoland area

What our customer have to say

“We've got all sorts of reports and dashboards that show us the temperature of the business at any time.”

Ronald Foster

Sales and Marketing Director

Wilson and Kinsman, LLC

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