Shulmans’ managing partner discusses double digit growth

COMMERCIAL law firm Shulmans has just celebrated six years of double digit growth, no mean feat and something which managing director Tim Halstead said is down to “focusing on the basics.”

The UK200 law firm is looking to move up the rankings this year after stellar results, achieving a 15% increase in revenues per annum for the past several years, growing largely organically.

“We were the new kids on the block in the 1980’s, and a challenger,” said Mr Halstead.

Now the firm as much a part of the Leeds legal scene as any other, and the secrets to Shulmans’ success are simple, said Mr Halstead. “We have longevity on one hand and are constantly refreshing the brand and the company on the other.”

With career development a key component of life at the firm, Shulmans have been collecting experienced lawyers from other law firms to fill their expanded offices at 10 Wellington Place.

“We have relied on big firm experience and homegrown talent rather than mergers like other law firms. It’s easy to merge with a £2m-turnover firm and become a £12m- turnover firm, but less so to grow organically,” he said.

He compared Shulmans to Nottingham Forest, the Leicester City of its day. He said: “They were champions two years in a row, they didn’t sign major stars, they were made up of homegrown talent. Club manager Brian Clough used to talk about good habits, teamwork, getting the basics done well. That’s what we try and instill here.”

“If you do these things then it’s funny how things fall into place. There isn’t a big magic secret. It’s about getting the basic systems right.

“If you only focus on top line, and if money comes first, people get disenchanted.”

Lawyers having to work in ever-widening circles. Local areas are “overlawyered” according to Mr Halstead, and legal firms operate in a marketplace where there is another competitor every week. This means that firms have to try harder and be better to attract and keep clients as well as staff.

“The way we can compete is to do a cracking good job and focus on excellence. Why would clients want to go anywhere else?”