The Context

Keller Swan enjoys a well-established personal injury practice across the Southeast. Their team of nine attorneys is thriving. But their marketing was also bringing in leads for good cases that the firm couldn’t take on—leads with real potential, but outside the firm’s jurisdictions or its practice areas. While Keller Swan referred out cases when they could, their referral practice was limited by a lack of transparency and the difficulty of connecting with like-minded firms that would take care of clients as well as Keller Swan would.

Through Lexamica, Keller Swan tapped into a transparent, reliable, and supportive referral system.

The Challenge

The challenges of implementing a robust referral system that could profitably dispose of and monitor good leads were substantial. Courtney Lane, Keller Swan’s Director of Expansion, explained, “When I came on at Keller Swan, one of my main focuses was trying to build a healthy network. We’re not just in one state, we’re in multiple, but there are holes, obviously. There are places we’re not, there are places we’ll never be, that just don’t make sense, but we still want to be able to help clients.”

But finding people to partner with is hard: “There are a lot of people out there that are like-minded, that share our core values, that are more aligned with us and we feel that there would be more trust if we were to link with them, but we may not have the access or visibility to them.”

Even after matching a lead to a referral partner, the difficulties continued. Trying to monitor referred cases and get regular updates, Lane says, “was like pulling teeth.” Nothing was centralized, and the whole system was “a bit archaic.”

The Key

In Lexamica, Keller Swan found the network and the system to make referrals a streamlined, smooth, and efficient source of revenue.

Trustworthy Network — Joining Lexamica gave the firm immediate access to a highly-qualified network of firms across the United States, a network already committed to shared values of transparency and trust. Since getting on the platform, the firm has matched over one hundred leads to forty-one different law firms across ten states. Lane said “Lexamica has been huge” in connecting Keller Swan with “like-minded firms that share our core values.” The referral relationships are meaningful, creating “genuine connections. We share a similar mindset. We’re all here to rise together and help each other out, and Lexamica is that extra friend that’s connecting the dots for us.”

Quality Cases — Keller Swan has seen the benefits of access to this network on both ends. In the first ninety days on Lexamica, the firm has both referred and accepted numerous cases. The firm joined Lexamica’s Acquire side at the same time it started referring cases out, expecting incoming lead review to be primarily a way to further relationships with their partners. But, Lane says, “we’ve been really impressed by the quality of the cases. The cases being referred out on here aren’t the cases that aren’t really even cases, that aren’t viable. They’re real people with a real need. That is why we do what we do.”

Seamless Monitoring — Lexamica makes the process of getting updates on referred cases seamless and straightforward. Compared to trying to monitor cases before Lexamica, Lane says, there is “no comparison.” Updates come in directly through Lexamica’s integration with Keller Swan’s case management software and show up “already put in the client file on the referring attorney’s behalf.”