Keeping It Practical: Tips on Pricing, Billing, and Client Communications While your skills and experience as a lawyer are of paramount importance to your clients, your skills as a business person can make the difference between having a successful practice and one that struggles. Mark Robertson offers some valuable tips… Read More.
Improving Financial Results
How To Stop Treating Conversation Like Cross-Examination Do you find yourself becoming adversarial in simple conversations with family members and friends? Unless you’re steeped in the art and science of mediation, you’ve been conditioned, as an attorney, to approach discussions within a construct of offense and defense. Here, Kara Loewentheil… Read More.
Making collection calls to clients is never fun – and it doesn’t feel good for us or for them. Yet effective billing and collections is a cornerstone of effective law practice management. Here are 4 Steps you can take to improve the cash flow in your law practice and improve… Read More.
In my work with attorneys on how to grow their practices, I often start with the question: who are your the ideal clients? As tempting as the answer may be, it is rarely as simple as: “the ones who pay their bills”. Of course, the “right” clients should have a… Read More.
There’s a basic number that far too many attorneys either don’t know or don’t pay enough attention to: it’s their Maximum Expected Annual Revenue (MEAR). Put simply, your MEAR is the full dollar amount of your billable hours target times your published rate/s clients agree to pay when they hire… Read More.
Phone call, .5, $180. If you send bills that merely list categories of service, hours, and charges, you’re not only missing an opportunity to educate your clients, you could actually be alienating them. Each bill you send is a powerful communicator of your value. When presented with a bill, clients… Read More.
With the last of the optimists throwing in the economic towel last week, we appear to be heading to zero growth at best or a double-dip recession at worst. And much like the strange relief brought by the authoritative diagnosis of an illness after a period of anxious uncertainty, we… Read More.