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Attorneys have historically let the client lead the payment dance. Lawyers do the work and hope/expect to be paid without waiting too long or discounting the invoice too steeply. Yet, here we are at the beginning of another year with many law firms still waiting anxiously for overdue checks to arrive. Shame on us for letting this happen. What can we do differently?
I arrived early for my root canal last week, and as if the anticipatory anxiety wasn’t bad enough, it was heightened when I realized that I left my wallet at home. Why the increased anxiety? Because I knew that dentists require payment before you leave the office. As I was worrying about my wallet, I had an epiphany — lawyers can learn a lot from dentists, especially when it comes to establishing billing and collecting expectations. (Dentists have successfully eliminated the billing component, which has been replaced by the payment receipt.)
Don’t Be Content with No Content Strategy: A Law Firm Content Strategy Primer
By John J. Buchanan
While it’s great to create a ton of content, without any kind of plan or guide, your content (and messaging) is all over the map. In order for your content to have real impact and to effectively support your firm’s business development goals and objectives, you need to have a “content strategy.”
Voice of the Client: 9 Ways You Could Be Hindering New Business Efforts
By Mike Mellor
Nine ways you may be hindering your efforts to win new legal business, and a few ideas on how subtle improvements can maximize both success and overall win rates for firms and attorneys.
Sales Speak: Relationship Building: Systemizing Prospect Engagement
By Jennifer Bettencourt
Building rapport with prospective or existing clients and referral sources requires intentional ongoing communication and patience. When relationships fail to progress, it is most often due to a lack of follow-up.
From Blah to Ah-Ha! How to Write Law Firm Case Studies That Win New Business
By Michelle Calcote King
Instead of the “Did X for X” format, law firms must embrace a more strategic — and effective — approach by writing case studies in a “mini story” format that focuses on typical client pain points and illustrates the firm’s unique value propositions.
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