Law Practice Tips Archive: 1 – 50
Tip #50
Remove the Pile of Files from Your Office
If you are one of the many lawyers who moves on to the next matter without removing the files from the matter you have completed - follow through with getting the files out of your office.
You could:
- Just do it - take time off from your practice and go through the files
- Break the task down into manageable small components
- Get help - schedule doing this with your assistant or someone else
- Decide that someone else can take the files away and sort them for you
If you have not looked at files in over 6 months have someone else put them into a file cabinet and then you can review them in that area when you are able to get to them. You may not get to them either, but at least they won't be draining your energy while they are in your office and you will know where they are should you need them.
Tip #49
Rejuvenate Your Personal Batteries: Plan to Take Time Off
For a lot of lawyers taking time off is not easy. One thing that makes it easier is to plan for it. Time off includes:
- A Two or three week vacation
- A 4 day break
- A weekend away
- Days off during the week
- Half days off during the week
Block the time off in your calendar, tell people you will be away - really commit to the time off.
Tip #48
To defeat procrastination help yourself get into action by:
- Breaking the matter down into small steps - and take the first step.
- Doing the background research. Find out what you need to know.
- Delegating the matter to someone else.
- Hiring someone to handle the matter.
- Choose the first easy step you can take and get started. Action leads to further action.
- Do the hard thing first.
- Schedule time in your calendar.
- Set deadlines that you share with someone.
- Be realistic. (Don't let perfectionism get in your way.)
Tip #47
Defeat Procrastination by identifying the real reason why you are not doing what you should be doing
In order to defeat procrastination you must first identify the reasons behind your procrastination. Take a particular example of something on which you are procrastinating and consider whether any of these reasons are the reasons you have not done what you need to do.
- You are trying to do too much.
- You don't know what to do or how. This usually means you need to do some research.
- You are afraid you will fail. Raise your consciousness about your fears.
- Your standard is too high. Perfectionism is holding you back.
- You are not convinced of the benefit doing the matter.
- You are not committed to the matter.
- You have some belief that is getting in the way. -i.e."I can't do this."
To be continued...
Tip #46
For that Personal Touch, Send Birthday Cards to Your Favorite Clients
Find out when your favorite client's birthdays are - that will mean getting to know more about them - which will result in deepening your relationship.That may lead to
- more fun and enjoyment in working with them,
- more work from them, and
- referrals from them.
Tip #45
Always Carry Plenty of Business Cards with You*
You never know when you are going to meet a potential referral source or client, so always be prepared. Have cards with you no matter where you are going.*I am surprised how often lawyers at net working functions don't have any cards with them - or they only have one left.
Tip #44
Move Your Practice from Good to Great
What would it take to move your good practice to a great practice? Be open to the fact that there is always room for improvement. What could you improve?Consider improving:
- Your quality of service to clients
- Your leadership skills
- Delegation skills
- Your legal skills i.e. evidence or writing
- Personal marketing skills
- Communication skills with clients and others
Tip #43
What are you saying no to when you say yes?
One of the easiest ways to improve your practice is to become more aware of the impact of your decisions. Ultimately, you want to choose what/where/when you say yes or no. For Example:
- Saying yes to working late to complete a matter for a partner or client means saying no to going home to your family or another meaningful activity.
- Saying yes to taking Saturday off means saying no to getting your office organized.
What values and principles will help you make those decisions? Making decisions in alignment with your values will help you make better yes and no choices.
Tip #42
Ask your Clients for Work
Ask your clients for additional work and referrals for new work. Let your clients know that, although you are busy, you would still like more work and referrals for new clients from them. Ask them what they need from you in order for them to refer and give you more business from them.
Tip #41
Keep your clients informed of new developments in your practice
To maintain developing relationships keep clients informed of your own business developments. Remember, your clients or referral sources don't know what is going on in your practice unless you tell them.
Tip #40
Develop Your Relationships
It is important to nurture your existing client relationships outside of the work you do for them. In order to develop them as referral sources or generate further work from them spend time getting to know them in personal conversations and doing things you both enjoy together.
Tip #39
Maintain Your Marketing All the Time
In order to keep your practice generating the kinds of clients you want it is important to market and build relationships continually . This might seem difficult when your practice is busy, yet that is the very time to keep your marketing actions going.Those actions might be as simple as always delivering 10 out of 10 service to your clients - to spending a weekend with a client or referral source doing an activity you both enjoy.
It is critical to be aware that no matter what you are doing or how you are being you are always developing relationships that may lead to referrals or more work.
Tip #38
Prepare for the Holidays
Now (if you haven't already) is the time to prepare your holiday cards for your clients, referral sources, other lawyers, and other contacts. Include a personal note. Sending a holiday card maintains your relationship with the people that make a difference in your practice.Are there clients or referral sources to whom you want to show your appreciation? Consider giving them something more than a card. Prepare that list now.
Take time to plan the upcoming events you will attend. This is a time full of networking opportunities. Choose wisely. Say no to those events that will not help you have the kind of practice you want. Be sure to include plenty of time for family and friends.
Tip #37
Consider Changing your Billing Habits to Improve Cash Flow
Rather than billing all your clients at the end of the month, space your billing over the month. For example, bill a quarter of your clients each week.If you do choose to bill once a month pick a date other than the end of the month so that the client receives your bill at a point in their billing cycle that will result in you getting paid sooner.
Bill clients as soon as a matter is completed rather than waiting for the end of the month.
Bill clients bi-monthly rather than once a month.
Tip #36
The Secret to Being Organized is Consistency
Do you want to be more organized? The key is not merely setting up a new system to be more organized like new files, clearing your desk, or getting the existing piles of files out of your office. It is necessary to constantly maintain a clean desk or office. This takes daily/hourly/ongoing maintenance. Schedule time everyday to maintain your organization.What do you need to do to start your maintenance program?
Tip #35
Acknowledge Your Support Staff
Make a point the next time you interact with your support staff to acknowledge their value to you. They are an important integral part of helping you be more successful in your practice. Let them know that.
Tip #34
Improve your Retainer Policy
What do you need to do to improve your retainer policy? Do you need to ask for a larger amount up front? Do you need to set up evergreen accounts so you are sure that money is available before you proceed with work?
Tip #33
To-Do Lists Make a Difference
Start your day by taking time to update your daily to-do list. In addition, maintain an ongoing to-do list. Make your daily to-do lists realistic - only list what you can accomplish that day. The importance of to-do lists is maintaining them. Have the preparation of them become as natural as brushing your teeth everyday. It will make a world of difference in feeling organized and not overwhelmed by all you have to accomplish.
Tip #32
Be Innovative In Developing Your Practice
In practicing law, lawyers follow precedents and advise against risk.Use a different mind-set in developing your practice and step outside that training - be innovative and take risks. Be willing to be the first to try something new and to learn from your failures or mistakes.
Take a calculated risk - do something you have not tried before to improve some aspect of your practice.
Tip #31
Block Out Time to Accomplish Your Tasks
If you find yourself saying I did not get something done yet meant to, try blocking out time in your calendar to get the matter handled. Schedule an appointment in your calendar and then stick to it. Be realistic about scheduling the time to handle the task based on your workload.
Tip #30
Deliver Clear Expectations
When working with staff, other lawyers, and even clients it is extremely important to be very clear about what you expect from them.For example, comments like "I wish you would do a better job dealing with clients". and, "Will you get back to the client promptly on what we discussed." and, "Please provide me with the following information as soon as possible." leave a lot of room for the listener's interpretation.
Instead, let your listener know what "a better job", "promptly", and "as soon as possible" mean by giving specific, clear instructions. Do this by using definitive statements such as: "I would like you to return calls to clients within two hours of their calling." and, "Will you get back to the client no later than 5 p.m. today?", and "Please provide me with the following information within two business days."
Delivery of clear expectations will lead to more satisfactory results.
Tip #29
Encourage Firm Cross Referrals
Promote your legal or other expertise within your own firm. Your partners, associates, and staff can be a great source of referrals. Take the time to get to know them. Make referrals to their practice. Let them know you and the nuances of your practice so they know what kind of work to refer to you.
Tip #28
Dress to Suit Your Practice
How many times have you made decisions based on someone's appearance? If you are like many of us - many times. With that in mind, dress in a professional way that will appeal to the people you want to work with in your practice. Let your appearance help people decide this is the kind of person I instinctively trust and respect.
Tip #27
Screen Potential Clients
Screen potential clients so you can say "no" earlier and not waste valuable time that could be better spent. Before taking time to meet with potential new clients first find out if you will be willing and able to handle their matter. Create some method like a questionnaire or check list of questions to find out what you need to know to make an informed decision. Trust your intuition. Learn to say "no" early.
Tip #26
Share your successes with clients, referral sources, and other lawyers
As part of your ongoing marketing or relationship building efforts share your successes with clients, referrals and other lawyers. Letting them know about the outstanding settlement or your largest or most complex transaction to date does a number of things:
- it helps you stay in touch so the relationship grows (don't forget to find out what they are up to);
- they get to find out more about your practice in a practical way;
- they get to know you better; and
- you get to feel good about yourself and savor the experience.
Enjoy your successes!
Tip #25
Listen Empathetically
Take time to listen in an empathetic, nonjudgmental, deep way to your clients, staff and other lawyers. What do they really mean behind their words? Notice that when you are worried or thinking about something else you are not giving the speaker the attention they deserve. Learn to remove your judgment or opinion from your listening.
Tip #24
Create a Plan
Make a practice development plan. Write down what you want to achieve in your practice. Keep it simple, specific, measurable and realistic. Include ways you will accomplish your plan goals. If you don't write down what you want you may end up with what you don't want. Review your plan with others to have them help you stay on track.What do you want to achieve in the next three months, six months, year, and years? Write it down.
Tip #23
Be passionate about your work
If you are passionate about your work you will increase your enjoyment, attract quality clients, and reduce stress.Where does your passion or energy coming from?
Tip #22
Be the best you can be
Do your work extremely well. What skills, if any, do you need to improve to be the best you can be? i.e.: Communication, negotiation, organization, trial skills, writing, getting results, delegation, or general competence. Decide one thing that you can do better and work on improving that so that you can be the best you can be. That will help you increase your satisfaction in your practice.
Tip #21
Consider your limiting beliefs
Take some time to think about your beliefs regarding your practice that limit or stop you from achieving more. If you stop and really think them through you may realize that you can do what you have not been doing. Expand your comfort zone.The following are some common practice limiting beliefs:
- "That is not professional."
- "It is easier to do this myself.
- "I can't ask for favors."
- "They might say no."
- "I don't want to brag."
- "I don't know how."
Tip #20
Get comfortable with self-promotion
People who thrive in business are the ones who naturally market themselves to the right people in the right way. Self-marketing does not have to be an onerous process if your marketing components are designed based on who you are. Know Yourself
- What are your values?
- What are you passionate about?
- How do you operate?
- What are your strengths and weaknesses?
Tip #19
Ramp up your delegation ability!
One of the ways to successfully work less and earn more in your practice is to have others do whatever they can do to help with the workload. Delegate everything you can delegate so that you can concentrate on being the best lawyer for your clients delivering services that only you can deliver.
Tip #18
Give Your Clients a Good Experience!
The most important thing to clients is the experience they have working with you and your firm. Not the work product. Generally clients don't know good work product from bad. But they know whether their lawyer kept them informed, returned their calls quickly, listened to them, kept the bills reasonable.
Tip #17
Determine the clients you want to attract as future clients.
You need to know what you want in order to go and get it. So deciding what kind of clients you want in your practice is a crucial step in having the clients you want to show up. Figure out who and what they are by looking at the kinds of clients you all ready work with. What do you like about he ones you like? What don't you like about the ones you don't like? Who are they, what do they do? How are they to work with? Then notice how they came into your practice. Then come up with a plan to create more of the clients you like to show up?
Tip #16
Savor your celebrations!
Take time to enjoy and savor your practice celebrations or successes! Slow down and resist moving on to the next matter. Relish the feeling of accomplishment. Celebrate with your client as well as on your own.The benefits of savoring successes include 1) enjoying your practice more, 2) slowing the pace of your practice down, 3) having your client appreciate what you really accomplished, and 4) taking time to reflect on the experience so you can learn and grow from your experience.
Tip #15
Don't make assumptions! Ask questions for more information.
It is human nature to make assumptions. However, our assumptions can get us into trouble because there may be no truth to the assumption. Thinking something is true does not necessarily make it true.
Where do you make assumptions that get in your way? Stop and notice how in your practice your willingness to examine or let go of your assumptions would assist you in your practice. Ask questions, follow up, find out what is really true and proceed on the facts.
Tip #14
Ask for Help
Ask for help when you are stuck on some problem in your practice. It is not necessary to always do or figure out everything yourself. Maybe you just need a place to talk the problem out. So seek out someone to listen to you so that you can work out what the next step is. What is most important about what you need to do? Asking for help will be good for you and your clients. You will reduce your stress and increase clarity.
Tip #13
Examine your Values
What are your values?
Consider these values: honesty, justice, respect, relationship, compassion, service, learning, intelligence, challenge, accomplishment, recognition, control, freedom, integrity, problem solving, peace, trust, order, contribution, beauty, honor, wisdom, acceptance, fun, love.
Practicing in alignment with your key values is critical to a fulfilling practice. Of those values that are key to who you are how much is your practice in alignment with those values? What can you do to make your practice even more in alignment with your values?
Tip #12
Do what you fear in your practice!
Fears in our practice that we don't get beyond stop us from growing and achieving what we want. Realizing you have fear around some aspects in your practice is the first step to change those things.
What are you not doing in your practice that would help you if you got over your fear?
What are the reasons you are letting your fear hold you back? Trust that you can handle whatever comes up as a result of your taking action on what you fear.
Tip #11
Find something to laugh about at least once a day! :)
Laughter is great medicine and will help you deal with the stresses of your practice.
Tip #10
Solicit feedback from your clients!
Get feedback from your clients. Find out what kind of experience they are having working with you and your firm. Even if the feedback is good consider how you can improve on how you deliver your legal services based on what you learned. If it is less than a good experience you need to recalibrate or change the way you work with your clients to give them a good experience so they are happy to have you be their lawyer and more importantly they make referrals to you.
The experience of dealing with their lawyer is what is important to a client. Not necessarily the quality of the legal product. The client, generally, does not know good legal work from not good legal work. However, they do know if their lawyer keeps them informed and returns their calls. Those are activities that can result in a good experience for your clients.
Are you afraid to find out what your clients think about you? If you are then consider what does that mean? That you are not giving good service? If not, is it time for you to make changes? Making those changes will make your practice more rewarding.
Tip #9
Keep meticulous track of your hours
Keeping meticulous track of your hours will result in you receiving the full value for your work and in some cases higher revenues. Keep track of your time at the time. Do not try to recreate your time at a later date, because for the most part you will likely short-change yourself. The only way to bill is for your actual hours so keep complete, accurate records.
Do not decide that something you are working on is not worth billing at your rate or that you should reduce the time. Consider some alternatives to not billing for the time at all. At least let the client know you are reducing their bill.
Tip #8
Dictate everything you can!
Although you may be using your computer extensively and believe it is faster to get something done if you type it yourself - resist that temptation. Dictate all your original draft letters and agreements. If they can be copied and pasted also give instructions by dictation to have that done for you as well. You will save more time if you dictate original work than if you type it yourself.
Tip #7
Use the rendering of your statement of account as a promotional opportunity.
Render bills that give your client complete information about what you did for them and what successes, if any, that occurred as a result of your work for the client. Remember your statement of account is an ideal way for the client to learn what you actually did for the client and how you work. Consider what kind of bill you would like to receive that would make you willing to write a check for payment easily and with appreciation. That is the kind of bill you should send to your clients.
Tip #6
Evaluate your image.
Making a great impression is important to attracting new clients and keeping existing clients. What can you do to improve your image? Consider your appearance, your office, your outgoing voice mail message, your business card, your reception area and anything you think says who you are to clients and other lawyers.
Tip #5
Defeat Procrastination by following the theory "Just Start!"
There is a distinction between Just Do It and Just Start. If you have some matter on your desk that has been requiring your attention and you are ignoring it for whatever reason. Pick up the file or the phone or what ever and just start on the matter, don't worry about finishing the matter (which is what just do it might mean to you). Just Start! You will be surprised at what happens when you merely get into the matter.
Tip #4
Review the groups or organizations for which you are a member. Is it time to add, remove, or even attend some meetings?
Being actively involved in groups or organizations that you are interested will do at least two positive things for you. You will be doing something other than practicing law so you will add some balance to your life, since you are interested in the group you will have fun - always a good thing. And you will increase your visibility in your community as to your being a lawyer. That is another way to increase your client development. These groups include groups like Rotary, Kiwanis, your Chamber of Commerce, trade associations, volunteer groups, lead groups and any groups you have an interest.
Tip #3
Offer to speak at or teach a CLE or Speak at a group that would be a good target audience for your practice.
One of the best ways to grow and develop the strength of your law practice is to maintain relationships with past and current clients. Use this time to find out what is going on in their business and to share any new developments in your practice.
Tip #2
Fire a client!
Have a look at your roster of clients, especially if you are overwhelmed with the amount of work you have. Clear a place for a better, more rewarding client to show up. What do you need to do to trust the process?
Tip #1
Call at least three past or current clients this week. Make sure they are clients that you like working for.
One of the best ways to grow and develop the strength of your law practice is to maintain relationships with past and current clients. Use this time to find out what is going on in their business and to share any new developments in your practice.