According to just about every legal management article, webinar, or podcast, the landscape of the legal market in the past few years has changed—dramatically. Clients, it seems, are firmly in the driver's seat. And with an abundance of legal service providers, these clients are demanding efficient and cost-effective solutions, leading many firms to rethink their … [Read more...] about The County Law Library: Don’t overlook this FREE and valuable legal resource
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Simple ways to kill every tried and true legal marketing effort
The most sophisticated marketing can fall flat from the simplest attorney mistakes. Here are five of them. They are outlined by Deb Scaringi, a Boston marketing and business development consultant to professional service firms. 1. When the follow-up becomes stalking The first mistake is too much zeal, or killing a prospect with too much follow-up. Follow-up is essential. … [Read more...] about Simple ways to kill every tried and true legal marketing effort
How to make sure your intake consultation covers all the services your firm provides
In a law firm, service counts. In fact, it's often the service more than the legal abilities that brings in repeat business, says practice management and marketing consultant Allison C. Shields of Legal Ease Consulting in New York City. For that reason, the service needs to be covered in the initial consultation so the client knows what to expect and the attorney knows what … [Read more...] about How to make sure your intake consultation covers all the services your firm provides
How to hold on to clients when a partner retires
Partner retirement is a watershed event, particularly when the partner has originated a large portion of the business or is dominant in the firm's management or practice development. Many firms go through a wrenching period of adjustment when a partner retires. Often the fallout is lost clients, unsettled management and even the breakup of the firm. Retirement is a sensitive … [Read more...] about How to hold on to clients when a partner retires
Try this proven 7-part employee award program to build motivation throughout the year
In a New York state office, the employee-of-the-month award goes beyond cursory congratulations. It is a recognition that lasts all year with seven reward components. Staff take the award seriously. When it is announced at the staff meeting each month, employees are supportive of each other. They cry and hug and congratulate the winner, says the manager of the 21-staff … [Read more...] about Try this proven 7-part employee award program to build motivation throughout the year
Don’t give discounts to clients without first calculating cost
Discounts are dangerous things. Some firms give them out willingly in exchange for a guaranteed volume of business. Others wind up having to take them for lack of client planning. You need to understand the dollar cost of every discount. Calculate how the firm will fare with the business and without it and know how much discount the firm can accept. Even better, keep control on … [Read more...] about Don’t give discounts to clients without first calculating cost
How to be a better proofreader
When hours of work are spent crafting a compelling legal brief, contract, or report, it can be very disheartening, not to mention embarrassing, to have all credibility instantly erased with one misspelled word. Of course, typos happen. Human beings make mistakes. And we can't rely on technology to save us either, unfortunately. For example, spell check would not have … [Read more...] about How to be a better proofreader
Make payment and collection policies work together to boost cash
Revenue problems? The best way to solve them is to prevent the collection problems. And the best way to prevent the collection problems is to put in a payment policy and enforce it from the first day. Along with that policy, weed out the poor-pay risks. More still, follow the little tactics that can spell the difference between payment and non-payment. Ignore the collection … [Read more...] about Make payment and collection policies work together to boost cash
9 critical rules for managing former peers when you get promoted
Just promoted to administrator from within the ranks? Congratulations . . . and beware. It's not easy to manage former peers. Friendships have to change, and so do whatever hard feelings the new administrator had with other staffers. And relationships aside, about two thirds of the staff now reporting to the new administrator think they should have been given the job. Here … [Read more...] about 9 critical rules for managing former peers when you get promoted
5 proven ways to motivate your staff without spending money
Motivation isn't a matter of money. It's a matter of management, says business and leadership coach Monica Wofford of Contagious Companies in Orlando, FL. Here she lists five good motivators that are within reach of any administrator, regardless of the payroll budget. Fit the person to the job Find out what each staffer's skills and interests are and make an effort to align … [Read more...] about 5 proven ways to motivate your staff without spending money