» Practice Management

Pro Bono: Doing Good Feels Good

May 3rd, 2021
In these pandemic days, many Americans have taken economic hits that have only led to further legal problems. But those less fortunate are often left to face their legal problems alone because they can’t afford legal counsel. I strongly suspect that, for most readers of this post, the economic hit you’ve felt has been minimal in comparison. If you think you know where I’m going with this—you’re right. The time is ripe to pursue pro bono work if you’re not already doing it. Pro Bono Work Is Our Social Responsibility Lawyers have a special responsibility to give back. Why? Our society provides us with an exclusive license to do what we do. What we do provides countless opportunities to make a respectable and, for many, a lucrative… ... Read More
Categories: Blog, Practice Management

Don’t Be Afraid to Raise Your Legal Fees

December 8th, 2020
It’s getting to be that time of year when lawyers decide whether to raise their hourly rates or fixed fees when the new year begins. I suspect that many will fear doing so in the middle of a pandemic. Others always seem fearful of increasing legal fees, pandemic or no pandemic. My advice — with very limited exceptions — is to go for it. Clients are never as price-sensitive as you think. ... Read More
Categories: Blog, Business Development, Practice Management

Your Competition Is Lazy: Three Things Small Law Firms Can Do to Find New Business Now

September 21st, 2020
Thomson Reuters recently completed its fourth State of U.S. Small Law Firms survey. The findings were summarized here on Attorney at Work. That post’s title, “Small Law Firms Still Struggling With Finding New Business and Managing Administrative Tasks,” accurately reflects the overall state of the world of small law firms. ... Read More
Categories: Practice Management

Does Passion Equal Happiness on the Job?

August 3rd, 2020
During these pandemic days, everyone seems to be reevaluating many aspects of life, including career options. Have you recently wished you were more “passionate” about your work? And if you were, would it make a difference about how you felt about your career? ... Read More
Categories: Legal Career Counseling, Legal Careers, Practice Management

Is Strategic Planning Relevant in the Covid-19 Age?

May 14th, 2020
Strategic planning provides a framework to make choices about how your law firm allocates its resources to maintain and improve upon its success. Yes, I know many of you are probably thinking, “We’re still fine-tuning how to get work done from home and the best ways to interact with clients. I can’t plan beyond a few days ahead, let alone a few years.” ... Read More
Categories: Practice Management

COVID-19 Impacts for Solo and Small Firm Lawyers: Beyond Remote Work

April 6th, 2020
If you’re like me, you’re probably tired of getting email blasts about how to best work remotely. There is much more to this COVID-19 situation, from your law practice perspective, than remote work. If you practice in the solo and small firm world, here’s my take on a few other important things to consider in the pandemic age. ... Read More
Categories: Practice Management

Underbilling? Not Recording Time? There’s No Excuse!

March 17th, 2020
Over the years, I’ve heard my share of stories about attorneys who have failed to properly record their time. You know what I mean. Finishing a task and then intentionally recording less time than what you actually spent on the task. Or, alternatively, simply forgetting to enter your time (e.g., phone conversations in the car). ... Read More
Categories: Practice Management

Strategic Planning in Times of Crises: You’re Doing It Wrong, but Does It Matter?

April 9th, 2019
Most definitions of strategic planning focus on the idea that an organization needs to step back to look forward so it can determine its future goals for success. According to one definition, strategic planning involves “envisioning a desired future and translating this vision into broadly defined goals or objectives and a sequence of steps to achieve them.” Another definition is “the development of an organization's purpose and goals, beyond the immediate future, and actions to achieve those goals.” ... Read More
Categories: Business Development, Practice Management

Superb Client Experience: The Simplest Details Count the Most

March 11th, 2019
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
Categories: Business Development, Practice Management

Never Forget the Value of Your Firm’s Staff

January 4th, 2019
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
Categories: Business Development, Practice Management

Debunking the Biggest Rainmaking Myth

November 5th, 2018
“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
Categories: Practice Management

Be a Joiner: Networking for Success as a Lawyer

September 6th, 2018
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
Categories: Blog, Business Development, Legal Careers, Practice Management

Ethical Billing Practices to Keep Your Clients Happy

June 11th, 2018
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

May 10th, 2018
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
Categories: Practice Management, Retirement/Succession

Should a Solo Join a Bigger Law Firm? Is Bigger Better?

March 30th, 2018
It’s common for the successful solo practitioner to have bigger law firms approach them for recruiting the practitioner and joining forces. It’s also common for those practitioners to seriously consider the offer, often thinking the grass may be greener. But what makes these offers so tempting? There are many reasons, some of which are sensible, but most of which are not. ... Read More
Categories: Business Development, Practice Management

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

March 2nd, 2018
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

November 29th, 2017
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
Categories: Business Development, Practice Management

What Lawyers Can Learn From Apple When Setting Billing Rates

October 30th, 2017
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
Categories: Business Development, Practice Management

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

August 4th, 2017
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
Categories: Practice Management, Retirement/Succession

The ‘Keep It Simple, Stupid’ Marketing Plan

July 17th, 2017
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
Categories: Business Development, Practice Management
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I hired Roy to help me decide if or when to leave my present firm and start my own. He provided a great sounding board and offered very helpful guidance as I planned my move. At first, the thought of starting my own firm was overwhelming, but Roy gav…" Read the rest
– Solo practitioner, Southwest VA
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