Time is one of the most important assets for a lawyer. Often, business development and marketing can feel like an invasion on this precious asset. As I work with lawyers across the country on business development plans and strategies for growing their practices, I have learned that one of the most significant challenges many lawyers face is how to build (market) their law practice while serving clients, maintaining continuing education, managing administrative responsibilities and meeting billable hour requirements.
How do lawyers find the time to write and execute a business development plan? The solution is not to find or make the time, but rather to step back from the day-to-day activity of working inyour practice gain clarity on what you want your practice to look like and why you want it. Continue reading “How to “Find” Time for Marketing Your Law Practice”
You never want to delegate ultimate authority and control over the cash flow of your practice. Renowned business author and speaker Dan Kennedy has repeatedly warned business owners against “delegating the checkbook.” I was reminded of this by a story today in the Houston Chronicle (link here) about a long time employee who embezzled $6 million dollars from her employer. The story explains: Continue reading “Never Delegate the Checkbook”
A very effective way to learn more about your practice (yes, there are actually a lot of things going on in your practice that you don’t know about) is to survey your clients about their experience with your firm. You can learn a lot about how they were treated by your staff at the time they initially called, what their impressions were when they first came in, and how they felt overall about your representation of them. This is all very helpful information to have. Continue reading “Survey Your Law Practice Clients”
For most firms a written script for the intake person (usually either your receptionist or a legal assistant) can make a very big difference in the results you get.
Incidentally, if you are still personally taking calls from prospective clients, stop immediately. You want a consultation scheduled (preferably a paid consultation) and the prospective client in your office before you spend any time communicating with them about their case. Taking their call screams out to the client that you are desperate for business. The impression you want to create is that you have your choice of clients and they will be lucky if you are willing to take their case. Continue reading “Using Telephone Scripts in Your Law Practice”