Here’s a tech-related tip from this post:
How many times has a quick technology fix turned into a day of un-billable time? Trust me on this one, no matter how much (or little) work you have, your time is better spent building your business and serving your clients than it is crawling around on the floor underneath your desk repairing your computers or troubleshooting your network.
Need help remembering this resolution? Try this simple trick:
Everywhere in your office where you have technology (on the copier, on the network switch or router, and on every computer) tape a label that has the following information on it:
- Your hourly rate
- The hourly rate of your tech-support person
- Their phone number
Now every time you’re tempted to “fix” something yourself, call in the experts instead. You’ll find that you (and your technology) will be happier and more productive when you spend your time doing your job instead of doing someone else’s.
Legal Marketing has changed. It used to be enough to keep an ad in the yellow pages and belong to the Rotary Club. Not anymore. Times are tough, so I present to you Ten “New” Rules of Legal Marketing. Let me know what you think.
1. “My lawyer can beat up your lawyer” isn’t a marketing strategy. “My lawyer will call me back before yours will” is.
2. Google tells me there are 337,000 “Full Service Law Firms” out there. Which one was yours again?
3. Unless the person who founded your firm 100 years ago is still alive and practicing law, he’s completely irrelevant to every client who’s thinking of hiring you.
4. Market to a “want” not to a “need.” By the time your clients realize they “need” you, it’s often too late — for them and for you.
5. Your “keep great clients happy” budget should exceed your “try to get new clients” budget by at least 3:1.
6. Thanksgiving cards say you’re thankful for your clients’ business. Christmas cards say you’re just like everybody else.
7. Having the scales of justice on your business card says you’re a lawyer — an old, stodgy, unimaginative, do-what-everyone-else-has-done-for-fifty-years lawyer. Same is true for your yellow pages ad.
8. Speaking of yellow pages, don’t abdicate your marketing strategy to their salespeople. They don’t know marketing. They only know how to sell you a bigger ad each year.
9. Your future clients have been living their entire lives online and will expect the same from you. If you’re invisible on the web, you won’t exist to them.
10. The single best marketing strategy in the world is to find your best clients and ask them, “How do I get more clients like you?”
Remember the television show Quincy? Jack Klugman played a Los Angeles medical examiner, and in every episode, his autopsy would reveal that the decedent (who’d seemingly died of “natural” causes) was a victim of foul play. Using the clues he’d gained from his examinations, Quincy would convince the police a homicide had occurred, and then manage to singlehandedly finger the killer. In a pre-CSI world, it was pretty compelling stuff.
So why all this talk about an obscure 70′s crime-drama? Because if you’re really interested in identifying the work you love to do and learning how to serve your clients better, you may want to spend some time each week playing Quincy. Instead of investigating foul play, however, you should closely examine those things you’ve given up for dead in your office: your closed files.
Perform a File Autopsy. Here’s how:
1. Grab at least five old files that have been closed for at least a year. Though you can choose files randomly, it works better if you’ve take some you liked and others you’d rather never touch again.
2. For each file, complete the LexThink File Autopsy (pdf) form. Be brutally honest with yourself as you answer questions, which include:
About the file:
- In hindsight, should I have taken this file?
- Were there any “red flags” I should have noticed?
- What lessons did I learn from handling this file?About the work:
- Did I like the work?
- Was I good at it? How could I have been better?
- If I didn’t like the work, how could I do less of it?About the client:
- Does this client have any other legal work I could be doing?
- How would this client describe me to their peers?
- How could I have served this client better?
About the money:
- Was this a profitable matter for me to handle?
- Did the client feel my fees were fair?
- How could I have priced this matter differently?
3. Every week, grab a few more files and repeat the exercise. If you have staff, ask for their input as well.
4. If you’re seeing common themes (either positive or negative) throughout the files, make sure to note them as well.
5. Once you’ve performed 20-50 “autopsies,” you’ll have a better sense of the kinds of work you like to do, clients you enjoy serving and alternative ways to price your services. Perhaps most importantly, you’ll understand the kinds of work you don’t want to do and learn to avoid taking matters and clients better passed on to your competition.
Smashing Magazine has published a tremendous guide to designing an easy to understand e-commerce checkout process for web sites. If you take credit cards on your site, it is a must-read. However, even if you don't charge people on the web, you should check out the article anyway, because it explains something about collecting sensitive…
Do you know all the kinds of things your firm does? Perhaps you should take a page (literally) from the restaurant industry and create a “menu” of your services. Though you may not decide to use it with clients, merely deciding what goes on the menu — and what gets left off — makes you…
I’ve always thought the idea from this post was a powerful way to understand the gift of time and what you can accomplish in a year: Resolve to Count Cards, using this this incredibly powerful exercise I first ran across in 2006. From an article in the now-defunct Worthwhile Magazine (by creativity guru Eric Maisel) comes this…
Over a year ago, I wrote 15 Thoughts for Law Students. It was one of my first “Rules” posts, though I wasn’t calling them that at the time. Since then, it has been one of the more popular items on this blog, and was even republished in the Canadian Bar Association magazine. I’ve revised it…
If your clients designed your bills, what would they look like? Would they be easier to understand? Contain useful case status information? How about upcoming dates or milestones? Would your bills include information about the people who worked on the case that month? How about a report card seeking monthly feedback about how you’re serving…
Kevin Kelly thinks about thinking the unthinkable: The futurist Herman Khan introduced the idea of “thinking the unthinkable” as a way to loosen up the imagination in trying to forecast the future. Most time we are unable to guess the future because we are inhibited by conventional wisdom – something that everyone knows is true. For…
If you’re a lawyer who only surveys your clients once the engagement’s over, you’re leaving a lot of information on the table — information that will not only help you serve future clients, but your current ones as well. That’s why, in 2010, you should Resolve To Ask Current Clients More. Institute a regular, ongoing…
This resolution is for nearly every solo and small firm lawyer out there (including those with computer science degrees): Resolve to Fix Your Technology Less. How many times has a quick technology fix turned into a day of un-billable time? Trust me on this one, no matter how much (or little) work you have, your…
What confuses your clients? What are the things that your clients never seem to really understand? Is it the directions to your office, your retainer agreement or their monthly bill? No matter how much you deserve it, undivided attention from clients is a rarity today. Whether it is because of their email pinging, cell phones…
I really like Twitter. For those who follow me, you know that I try to share lots of legal-themed tips, thoughts and ideas. In fact, most of my Ten Rules posts started out on Twitter — where I’ll test 15-25 “rules” to see which ones work best before picking the ten favorites. However, there’s lots…
I’ve been using my “You Decide” fill-in-the-blank invoice, for over a year now. In that time, I’ve found time and time again that my clients pay me more than I would have charged them. And, in situations where clients demand a fixed price, I’m quoting them much higher prices (coupled with a money-back guarantee) than…
In A Manager’s Primer on Asking Better Questions, Marty Baker at Creativity Central shares several dozen open-ended questions designed for various situations like Anticipation, Assessment and Clarification that serve as a valuable reminder that “yes” or “no” questions don’t always get you the information you need. Here’s the suggested questions on “Exploration” from the post:…
Lately, I’ve been giving lots of presentations, and have six more coming up before the Summer ends. I work pretty hard on my speeches (here are a few examples of my slides) and thought I’d share some of the tips I’ve learned the hard way in this Ten Rules post. Enjoy! 1. The greatest gift…
Almost every lawyer has a “big fish” they’d like to land. Whether that fish is an individual client, a corporation, an insurance company or even a great referral source, your big fish isn’t going to catch itself. And what better place to find advice on catching “big fish” than on a website called TakeMeFishing? Some…
Keith Ferrazzi shares a few simple “Relationship Rituals” that should be on every professional’s weekly checklist: 1. First thing every day after you turn on your computer, ping one friend and one acquaintance. 2. Every weekend, invite someone else into an activity that you normally do alone (walks, gym sessions, gardening, shopping trips). 3. Pick…
Do you have Shiny Shiny Syndrome? I do. Here’s a post from January 2012 about a technique I still use: Many of the attorneys I work with suffer from the same thing I do: Shiny Shiny Syndrome. You suffer from S3 when you regularly give in to an overwhelming urge to start working on something new…
"The trouble with ignorance is that it feels so much like expertise." The Confident Idiot: http://t.co/itrbBJCCAJ
- Thursday Oct 30 - 1:41pm
And if you give out logo tote bags, you might as well make sure they fit the hotel room's trash cans because that's where most will end up.
- Tuesday Oct 28 - 7:14pm
Because nothing says "We're an innovative company!" like deciding to give out branded pens at an industry conference.
- Tuesday Oct 28 - 7:12pm
"I'm sure glad that vendor gave me this pen. Now I'll spend millions of dollars on their product no matter how bad it is!" said nobody ever.
- Tuesday Oct 28 - 5:57pm