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

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

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

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

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

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

Every few years, state ethics officials issue a questionable decision in the legal marketing ethics area. The ones that make you scratch your head and think, “Really? What planet do they live on?” . . . . . . Today, the spotlight is on Ohio. What? I Can’t Hand Out a Brochure When I’m Speaking? Every good legal marketer knows that speaking at seminars is a tried-and-true method of reaching potential clients and enhancing one’s reputation. A recent opinion issued in Ohio would limit the marketing benefits of speaking engagements . . . Continue reading this post on www.attorneyatwork.com ... Read More

Job security is on the radar screens of most lawyers. Many lawyers, however, perceive that their jobs are very secure, when in reality they are not. Due to a false sense of security, these lawyers often neglect the networking they should be doing. Three scenarios demonstrate this concept of a false sense of job security. The Lawyer In Denial The lawyer with no clients of his or her own is very vulnerable. It does not matter if you work for a behemoth on Wall Street or a three-person firm in the boonies. If you do not have your own clients, you will never have genuine job security. I have met many minders and grinders who delude themselves regarding job security since a paycheck keeps coming. Of course, the paycheck keeps coming only because… ... Read More

All time management experts will tell you that it is a huge time waster to let phone calls (and emails) interrupt a work task. But there’s an even better reason: A potential client will instantly think that you are a responsive lawyer. Although this may sound counterintuitive, you will impress potential clients by ignoring their initial phone call and then calling them back promptly (usually within a few hours). This is true whether you answer your own phone or have a receptionist do it for you ... Read More

Last year, the Harvard Business Review published a blog post entitled, "3 Myths That Kill Strategic Planning." Like most content that comes out of Harvard and other business schools, the focus is on the application of planning principles to more routine corporations--not professional service firms such as law firms ... Read More

The most common exit strategies for retiring solo practitioners and small law firm owners typically include recruiting a successor, merging with another law firm, or selling the practice. All of these options have advantages and disadvantages. However, there’s one strategy that is rarely considered, though it may make the most sense in terms of the retiring lawyer’s financial and personal well-being. That strategy is downsizing. Continue reading this post at www.myshingle.com ... Read More

A frequent complaint of solo practitioners is that since they are alone and in charge, it is difficult to get away for a vacation. But somehow, most seem to manage by finding another lawyer to cover for them should there be an emergency type of situation. That’s easy to do because the vacation is planned. But what if you are taken away from your practice for something that is not planned? What if you are incapacitated or even die from an accident? Do you have another lawyer to cover for you under these circumstances? Continue reading at www.myshingle.com ... Read More

Most solos are all-to-familiar with the “feast or famine” roller coaster. Either you have too much work to comfortably handle on your own, or you are wondering how you are going to pay the bills. Today, I’d like to talk a little bit about a number of ways to successfully deal with the “feast” option. First of all, don’t panic. Too much work is a good problem to have. Put your situation into perspective. “Feast” is a much better problem for a solo to have than “famine.” You just need a plan. One way to handle the problem of too much work is to turn some of it down. You now have the luxury of becoming more selective about the work that you do or the clients that you work with. There’s a reason why successful lawyers tend… ... Read More

Leo’s post last month on Lawyerist complaining about opposing counsel’s failure to provide coffee and snacks reminded me of my biggest pet peeve when visiting a law office – a lack of decent reading material. Most law firms forget that their reception area is a component of its client service. What kinds of materials does your law firm provide for clients cooling their heels in your reception or waiting area? Most firms underestimate the importance of reading material, and therefore fall short. Diversion can be important Most lawyers are very busy during normal office hours and, as a result, sometimes run late for client appointments. When the inevitable wait occurs, what do you have for clients to do to occupy their time? When I’m… ... Read More

It’s not always easy to convince lawyers that they should care more about client service. Too many genuinely believe their legal expertise is paramount—the only thing that truly matters when establishing their law practice’s reputation. But lawyers should not underestimate the impact of how they treat their clients: It’s the only part of the lawyer-client experience that we can control, and the only thing that can be accurately evaluated and appreciated by any client. Continue reading this post on www.attorneyatwork.com ... Read More

Billing by the hour is just one of many established customs within the legal profession. Why do we do it that way? I’ve always been amused by the answer to that question. Inevitably, the answer is, “because we’ve always done it that way.” End of discussion. In the early 1980’s, when I first entered the legal profession, billing by the hour was well ingrained as the standard for all but a handful of practice areas. As a young associate in a large law firm, the thought never even occurred to me that attorneys could bill clients in any other form. Now, of course, I know better. I am very familiar with the flaws of the hourly rate system. I suspect you are, too, since the legal blogosphere is full of posts on this topic. Instead, I’… ... Read More

I recently received a call from a former lawyer-coaching client of mine seeking marketing ethics advice. He’s a solo practitioner and plans to relocate to a new office building. In the new location, he will office share with two other solos. His question: What kind a signage is appropriate when three solos are sharing one office at the same address? The two-word answer attorneys always provide to clients applies here. “It depends.” It depends on what the sign says. The signage must not confuse the public into thinking that there is actually a three-person law firm at the location, rather than three solos in one location. One really doesn’t need a lawyer to make this determination. Just ask anyone who drives by the office. Moreover,… ... Read More

If you are like many lawyers, you assume your clients are satisfied. Oftentimes, three reasons support their assumption. Their clients don’t complain, they pay, and they come back. Each of these answers seems reasonable as an indication of client satisfaction. In reality, however, they provide little support. My Clients Don’t Complain Many of you eat at restaurants frequently, I suspect. I do. Unfortunately, I often receive lousy food, lousy service or both. Do I complain to my server or to the host/hostess? Sometimes, yes. Sometimes, no. It usually depends on just how bad the food or service was, and upon my mood. Although I am not shy about voicing my opinion, many times I simply walk out of the restaurant without expressing a word of… ... Read More