Are You Doing Good Work?

Are you doing good work? There’s only one way to know. You’ve got to ask your clients. Our system is to call them at the end of their case and ask them, “On a scale of 0 to 10, how likely are you to refer you friends and family to our law firm?” We use the Net Promoter System. We call … [Read more...]

Do Good Work, and the Business Will Come

“Do good work, and the business will come.” I’ve heard that statement made about 1,673,271 times. It’s true. Doing good work will bring you business. Yep. The problem is this: Doing good work will not bring the business as fast as some lawyers want/need it to come. If you want/need to … [Read more...]

My Most Embarrassing Moment

The malpractice carrier answered on the first ring. I called from the car, having just left the courthouse. I told the client things would get fixed---somehow. I’ll tell you what happened as best as I can recall. It’s possible that the coping mechanisms in my brain have rewritten the story I tell … [Read more...]

Stop the Client Pinging: Project Management for Lawyers

I wrote "The Client Calls Make Her Miserable" featuring a lawyer tired of all the client calls, e-mails, texts, etc. She hates being “pinged” by her clients most of the day. Guess what? Lawyers aren’t the only people reading the articles posted here. They are read by business owners, mental … [Read more...]

Why Aren’t Your Employees Doing It the New Way?

“I told her that,” he exclaimed. “I told all of them that,” he went on. I could hear the frustration, the exasperation. He was reaching his limit. I saw that as an opportunity to push harder. Could his head actually explode? This was getting interesting. He’s making changes in his law firm. … [Read more...]

Productivity Is Not the Problem

A wonderful lawyer e-mailed me: The problem I have with frequent client communication is trying to manage that time commitment along with the 100 e-mails I receive each day, many of which result in tasks that have to be captured somehow and somewhere (I use Outlook tasks, although not very … [Read more...]

How Understanding Turns Into Revenue

I sort of love that this happens. I get these upset e-mails from readers who think I’m writing about them. The most recent one said something like, “I wrote to you a few weeks ago seeking your advice about…” He goes on to accuse me, “Since that time, you’ve taken it upon yourself to criticize my … [Read more...]

Our Tools for Remote Work

I started working remotely in 2008 when Barack Obama was running for President. My wife worked in the campaign and was spending crazy hours at the local headquarters. Our two kids, ages 11 and 14 at the time, needed someone around after school and on summer days off to serve as referee. I … [Read more...]

Don’t Split the Money Equally

Two lawyers walk into a room and decide to form a partnership. Both lawyers have been out of school for nine months. One has a job that stinks. The other has been struggling to start a solo practice. Don’t get me started on the wisdom (or lack thereof) of these two going into business … [Read more...]

Solve the Receivables Problem Forever

“Receivables are my biggest problem,” he said as he sighed. Just saying the word “receivables” deflates him. We drilled down. Revenue last year of $450,000. Receivables of $225,000. It’s him and an associate. They’re billing hourly, and a third of what they’re billing isn’t getting paid on … [Read more...]