» Practice Management

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

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

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

Compensating Retiring Lawyers for Client Transition Efforts

A key aspect of any law firm succession plan is keeping the firm’s best clients when the rainmakers are gone. As more Boomers retire or start their winding down efforts, concerns about client retention and proper compensation are at the forefront of succession plan conversations. ... Read More

So, You Want to Be a Managing Partner? Make Sure You Embody These Qualities First.

Whenever someone I know becomes a firm’s managing partner, I always express my congratulations and condolences. Yes, it certainly is a feather in one’s cap to be the Big Cheese at a law firm. But, let’s be frank; it’s a tough job. Ask any managing partner and they’ll often tell you that practicing law is far easier than managing a law firm. ... Read More
Categories: Practice Management

How to Know If & When the Time Is Right to Switch or Tweak Practice Areas

After several years (or perhaps decades!) of practicing in a specific area, it’s no wonder you are considering change. What is prompting your desire for change, though? Boredom? Market changes? A desire to get out completely? Or an internal drive to simply spice things up a bit? ... Read More

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

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

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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