I couldn’t disagree more with Shamil Purohit’s comments concerning the need for referral fees to form an essential part of practice strategy (Letters, 7 January). Solicitors managed well enough before the existence of claims management companies and can continue to do so if they set up and implement a comprehensive marketing strategy – as opposed to just putting an advert in the Yellow Pages.

Claims farmers use Google adwords, lead generation marketing and a whole raft of proven, tested techniques to generate work. There is no reason why solicitors cannot do the same.

An average claim cost £500 to purchase; so does it not make sense to invest this money in proper marketing that could bring in four or five cases? In this way you control the growth and development of your practice and you are no longer at the mercy of a company that can cut off your supply of work, or increase their prices should they so wish.

The comment that anyone who does not pay referrals needs to wake up and smell the coffee is nonsense. Drink your coffee, get rid of your claims management company and start doing it for yourself. You get a better return on investment, a better client and the knowledge that it is you who controls your future.

As a practising solicitor, I stopped using claims management companies four years ago and started doing my own marketing. Result: profit up 60% and control over my business. It is not rocket science and if anyone cares to call me I will be more than happy to tell them how to do it.

Mike Massen, Principal, Gartons Solicitors, Leeds