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What Lawyers Can Learn From Apple When Setting Billing Rates

Last month, Apple unveiled its new iPhone X to much fanfare. Perhaps what created the most fanfare was its price. It starts at $999; hundreds more than the older iPhone 7 and the brand-new iPhone 8. ... Read More

How to Retain Clients When a Lawyer Retires: Plan for the Skill Gap

A critical component of a law firm’s succession plan is to figure out how to retain the firm’s best clients when senior lawyers retire. Most law firms quickly jump to determine who in the firm is either ready to step up or ready to undertake proper mentoring and training to step up in the future. Before making this determination, however, it is important to ask several questions. ... Read More

The ‘Keep It Simple, Stupid’ Marketing Plan

If you’ve searched the web for marketing plans, you’ve likely noticed that most so-called legal marketing experts recommend putting together a formal marketing plan. I suppose I fall into that camp — having a marketing plan is a necessity. But I am a contrarian in one key respect. ... Read More

10 Questions to Answer When Creating Your Law Firm Strategic Marketing Plan

When putting together your law firm’s marketing plan as part of your business development and strategic planning efforts, don’t fall into the trap of simply doing what you did last year. Sure, that may be enough to keep the lights on for another year. But, don’t you want to achieve more for your firm? ... Read More

Email Networking Invitations: What Should You Say?

Have you set your New Year’s resolutions for business yet? If yes, I hope that improved networking is on your list. And if no, make 2017 the year that you finally “up” your networking game. ... Read More

Revenue v. Profits: Don’t Forget the Bottom Line

This lawyer fell into the trap that all-sized firms frequently do. They mistakenly believe the holy grail finance metric to be revenue. But if you ask anyone working in corporate America what the key finance metric is, you will hear one thing only: profitability. ... Read More

Successful Networkers Follow Up

In my last post, I talked about meeting new contacts at large networking events. Just as a quick reminder, if you think that by simply meeting people at these events, it will lead to business, think again. It will not. You need to follow up with the ones who seem to be worth following up with. You have merely started a relationship at the event. Following up develops the type of relationship necessary to bring in new business. Now that you have these new business cards, here are the next steps: Put the names and contact information in some type of system so you know who they are, what they do and how you met them. Doesn’t have to be a fancy software solution. It just has be one where it can be relatively easy to access information about y… Read More

Lawyers Must Make Room for the Future

Retirement often goes hand in hand with downsizing your living quarters, whether that means relocating to a warmer climate retirement community or buying the downtown condo in your present area. In either case, most senior attorneys are faced with the issue of finding a place for all of their “stuff.” It can be difficult to throw away items that represent so many sentiments from the past even when you know there is no room for it where you’re going. Welcome to the quandary of downsizing. To begin, we’ll go over some of the conventional wisdom. Then I’ll throw in my own two cents based on recent personal experience. (While I’m not quite ready to retire, I did recently downsize since my children are now all launched.) What the exp… Read More

Put Networking into Perspective

When most attorneys hear the word “networking,” palms start to sweat and inner thoughts turn to “You mean I have to do THAT in order to get new clients?” What is THAT anyway, and how often do you have to do THAT? THAT is attending some type of event (e.g. fundraiser, conference, reception) where there will be a large crowd, anywhere from 50 to 1000. ... Read More

Achieving New Year’s Resolutions and Law Firm Strategic Planning Goals

New Year’s resolutions and strategic planning goals for law firms have a lot in common. They both generate a considerable amount of excitement once placed on paper. But fast forward a few months and most resolutions or goals typically end up entirely abandoned. Here are a few suggestions to improve the chances that you achieve both your personal New Year’s resolutions and your law firm’s strategic planning goals. ... Read More
Roy greatly assisted our firm to face its future and confront current problems. We appreciated his good counsel, responsiveness and availability to “coach.”" Read the rest
– Partner, mid-sized Phoenix AZ, law firm

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