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Superb Client Experience: The Simplest Details Count the Most

How many times have you been at a restaurant and forgot to bring your pair of reading glasses? If you’re like me, more times than you can remember. And when you ask if there are any extra pairs around, few restaurants have any. But for those that do, what a difference that pair can make at the end of a meal, capping off the whole experience on a high note. ... Read More

How Do You Value a Firm When Selling to an Insider?

Valuing a law firm for sale is never as straightforward as one might like. This is especially true when looking to sell to an insider. ... Read More

Never Forget the Value of Your Firm’s Staff

A sole owner of a small law firm recently hired me to create a strategic plan and a succession plan. During our initial conversations, I asked questions to discern more about the firm and its culture. The owner went out of his way to tell me that he values and respects everyone, including staff—not just the lawyers. I responded, “That’s great!” ... Read More

Fearing Retirement? Don’t Worry, Be Happy!

Last month, I went out to dinner with some friends. One friend announced to the group that,  after working for a large telecommunications company for more than 25 years, he was being offered an opportunity to retire early with some very nice incentives. He further informed us that he had intended to retire within the next year. So, the offer was not going to change his planned retirement date in any significant manner.  ... Read More
Categories: Uncategorized

Debunking the Biggest Rainmaking Myth

“I can never be successful at rainmaking because I’m an introvert.” Does this sound like you? I have one word in response to this common refrain from lawyers: Bulls***. Quite frankly, this is a myth that provides an easy excuse to avoid doing what all attorneys know they need to do: get out of the office to create and develop relationships with potential client and referral sources. So, simply put, you can be successful at rainmaking even if you’re an introvert. Here’s how. ... Read More

What Happens to Your Website if You Sell Your Practice?

If your firm is like many solo and small law firms, a significant portion of your firm’s value derives from the amount of business your website generates. When selling a law firm—be it an actual sale or a transition to another firm as “of counsel”—it is therefore critical that the buying firm retains the benefit of the seller’s previous website traffic. ... Read More

Be a Joiner: Networking for Success as a Lawyer

Like most attorney business development coaches, I’m a big fan of one-on-one networking. It’s in this setting that you’ll have the best opportunity to develop a genuine relationship—one that will hopefully lead to new business. ... Read More

Failing Health Causes Failed Succession

More lawyers are working well into their 70s. Indeed, I am no longer surprised when I meet lawyers still practicing in their 80s. What’s behind this growing trend of aging attorneys? ... Read More

Should My Associate Be My Successor?

As a small law firm owner thinking about retirement, you are likely looking to your own associate to be your successor. This decision is not one to enter lightly, however. Before you make anything official, you need to consider whether your associate has the talent and the skills to pull it off. Just because the associate handles files well has no bearing on whether they can successfully operate a law firm. ... Read More

Ethical Billing Practices to Keep Your Clients Happy

You’ve heard it from me and others; the key to satisfied clients is managing client expectations. And fees are perhaps the single client service area where lawyers fall short the most when managing expectations. Failure to manage fee expectations will not only lead to an unhappy client, it could also subject you to possible discipline. Remember, Rule 1.5 of the Model Rules of Professional Conduct (Fees and Division of Fees), states in relevant part: ... Read More
Categories: Practice Management
We needed some ideas about succession planning; more specifically, how to best transition our practice to our non-equity partners. We wanted to make sure that any proposed buyout was a fair one for all parties. We received thoughtful, timely and very…" Read the rest
– Owners, small Minneapolis, MN, law firm

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