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Legal Business Development 
Trends and techniques, updated every Wednesday
Post Frequency: 1.5/day Last Entry: March 30, 2011 at 02:00:00 Recent Entries: 206
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The down economy (Part 9): What to do when demand disappears
Posted on March 11, 2009My series on alternative fees will resume next week. But first, a word about the economy. When I opened the Boston Globe at breakfast a few days ago, I was planning to read about the Celtics first and then the...
Alternative fees (Part 7): More on setting a fixed fee
Posted on February 25, 2009This week I was planning to post a step by step guide for succeeding with fixed fees. But then several experts raised important issues about last week?s post, so I decided instead to expand my discussion about the most important...
A dream team discussion of alternative billing
Posted on February 25, 2009On March 17, I will be moderating a West LegalWorks webcast entitled ?How boutique firms are delivering greater value with alternative billing.? If you?d like advice from the trenches on how to get started with alternative fees, you won?t want...
Alternative fees (Part 6): How to set a fixed fee
Posted on February 18, 2009Lawyers often ask me how to structure fixed fee contracts to eliminate risk. The short answer is: you can?t. As Nobel physicist Niels Bohr once said: ?It is very hard to predict, especially the future.? And by their very nature,...
Alternative Fees (Part 5): Discounting
Posted on February 11, 2009It is unfortunate that that a single term ? alternative fees ? has been widely used to refer to three very different types of billing: hourly rate discounts, fixed fees, and hybrids which combine hourly billing with a fixed fee...
Business plan webinar on February 26
Posted on February 11, 2009A few months ago, I wrote in this blog about ?Eight steps to a better business plan.? Since then I?ve given several presentations on the topic, including one at a 1,500 lawyer firm and another at the Philadelphia chapter of...
Future trends for solo practitioners
Posted on February 09, 2009After I posted last week?s piece on The End of Lawyers, Carol Bertsch, a solo practitioner in San Antonio Texas, submitted this comment: I am a solo practitioner who serves individual consumers. I agree that my practice has changed and...
The End of Lawyers?
Posted on February 04, 2009Note: My series on alternative fees will resume next week. This week?s post is about a book that?s too important to wait. The title of Richard Susskind?s new book is apocalyptic - The End of Lawyers? Rethinking the Nature of...
Alternative fees (Part 4): Why every lawyers needs to consider alternative fees now
Posted on January 28, 2009In 2009, every lawyer should consider offering alternative fees. If your clients are worried about the economy, the reason is obvious: it?s a great way to offer more value. Last year, you could have gotten by with less radical solutions....
Alternative fees (Part 3): What your competitors are doing
Posted on January 21, 2009A growing number of visionary firms are leading the charge to alternative fees. Last year, Patrick Lamb, author of the widely read blog, In Search of Perfect Client Service, founded a Chicago litigation firm which takes its name from the...
Alternative fees (Part 2): An idea whose time has come?
Posted on January 14, 2009In the most recent issue of Forbes, Evan Chesler, the Chairman of Cravath, published an article with the provocative title Kill the Billable Hour arguing that: ?For reasonable periods of time during the life of a lawsuit, say three months...
Alternative fees (Part 1 of 5): What?s wrong with billing by the hour?
Posted on January 07, 2009In discussing the economic outlook for 2009, Business Week (January 5, 2009, p. 39) says that most companies are ?scrambling to protect their bottom lines? and ?costs cannot be cut fast enough.? For law firms, that will mean more pressure...
Marketing tip of the month: Set aside an hour a day for client service and business development
Posted on December 31, 2008Have you noticed that times are getting tougher? If not, just click on this link for ?The Layoff List?. Last time I checked, this summary of ?Employment shifts at The Am Law 200? listed layoffs at 48 large firms. Do...
Special offer to start 2009
Posted on December 31, 2008Get your marketing off on the right foot for 2009 with this special offer: Buy a copy of The LegalBizDev Success Kit through the LegalBizDev webpage by February 28 and get two free teleconferences to discuss your 2009 business plan....
My favorite blog posts from 2008
Posted on December 24, 2008The holidays are a good time of year to step back and get some perspective. So I just spent some time re-reading what top bloggers wrote in 2008. Here are a few you won?t want to miss: From Tom Kane?s...
ACC Value Challenge (Part 3): What your competitors are doing
Posted on December 17, 2008Last week, I wrote about what one law firm is doing to offer more value to their clients in the current economy. This week I?ll talk about what three other firms are doing, as explained in the ACC Value Challenge...
ACC Value Challenge (Part 2): Six Sigma at Seyfarth
Posted on December 10, 2008A few weeks ago, I wrote about the Association of Corporate Counsel?s Value Challenge to help law firms give ?corporate clients [what they] want and need: value-driven, high-quality legal services that deliver solutions for a reasonable cost.? The more I...
Eight steps to a better business plan (Part 3 of 3)
Posted on December 03, 2008Step 6 - Coordinate with others. Coordinating your business plan with other lawyers in your firm will increase your efficiency, and it will increase your chances of followup. I can?t tell you how many times I?ve heard stories about large...
Eight steps to a better business plan (Part 2 of 3)
Posted on November 26, 2008In Part 1 of this series, I talked about the need for better legal business plans in the current economy, and the first step in developing them: Identify the tactics that will have the greatest impact for your practice. Now,...
Eight steps to a better business plan (Part 1 of 3)
Posted on November 19, 2008For many lawyers at large firms, last year?s business plan was simple: bill more hours, then raise rates. Those were the days. But the economy has changed everything, and this year?s business plan will require more thought. If your revenue...
ACC?s Value Challenge (Part 1)
Posted on November 12, 2008With nearly 25,000 members in 75 countries, the Association of Corporate Counsel (ACC) is the largest organization in the world for corporate inside counsel. So when ACC says that ?Many traditional law firm business models... are not aligned with what...
Marketing tip of the month: Form a business development group
Posted on November 05, 2008Developing new business is like going on a diet; you will not succeed unless you stick with it. One way to assure that you follow up consistently is to work with other people, so you can encourage each other, compare...
Roundtable report: Harvard Law and current trends in the profession
Posted on October 29, 2008This month?s meeting of the Boston Legal Business Development Roundtable was the first time we invited an outside speaker. Seven senior business development professionals from Boston?s largest firms talked with Dr. David Nersessian about his work as Executive Director of...
Announcing Train the Trainer workshops in December, February, and April
Posted on October 29, 2008Do you help lawyers develop new business? To increase your impact in these challenging economic times, sign up for our Train the Trainer workshop and learn how to adapt proven tools and techniques to your firm?s culture and needs. Last...
Down economy, Part 8: What to do if your revenue goes down
Posted on October 22, 2008Last January, I wrote a post entitled ?The first thing lawyers should do in a recession.? Now that the recession is really here, it?s time to think about the second thing to do, and the third. This week?s post reviews...
What clients want, according to Ram Charan
Posted on October 15, 2008In the new book, What the Customer Wants You to Know, Ram Charan describes how the internet and the global economy are changing the way customers think, and what it means to people who sell. The basic issue is that...
The down economy, Part 7: A tip for legal marketers
Posted on October 08, 2008I was saving the post below for November?s ?tip of the month.? But when I read The Boston Globe yesterday morning, I decided that it couldn?t wait. Maybe it was the page one headline ?Worldwide Worry.? Or maybe it was...
Marketing tip of the month: Meet with a top client to discuss the economy
Posted on October 01, 2008What are you going to do this month to increase new business? How about meeting with a top client to ask how the economy is affecting their business? Explain that there will be no charge for your time, and make...
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How to evict a roommate?
First, in most jurisdictions "self-help" is not a remedy available to any party ...
I have worked for this employer for only three weeks. The employer makes up his own rules as to what he chooses to report for the purpose of property taxes. He tells me to "let them come after us". He defines Entertain
He arrogantly insists, "let them come after us." Well, if you are invo...
This has happened 3 or 4 times a month now- they have turned the electric off 2 days consecutively, the water off about 9 or 10 times now, and our heat has broken 5 times (once it would not shut off, and we were forced t
i say stick with the apartment. eventually, everything possible will be replaced...
The company I worked for forced me to quit instead of dealing with someone harassing me, what can I do?
Look up CONSTRUCTIVE DISCHARGE...................this looks like what happened t...
How do you recover money from a stop payment placed on a personal check given to you?
you can always take them to small claims court and sure them for 3 times the amo...
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How to evict a roommate?
First, in most jurisdictions "self-help" is not a remedy available to any party ...
I have worked for this employer for only three weeks. The employer makes up his own rules as to what he chooses to report for the purpose of property taxes. He tells me to "let them come after us". He defines Entertain
He arrogantly insists, "let them come after us." Well, if you are invo...
This has happened 3 or 4 times a month now- they have turned the electric off 2 days consecutively, the water off about 9 or 10 times now, and our heat has broken 5 times (once it would not shut off, and we were forced t
i say stick with the apartment. eventually, everything possible will be replaced...
The company I worked for forced me to quit instead of dealing with someone harassing me, what can I do?
Look up CONSTRUCTIVE DISCHARGE...................this looks like what happened t...
How do you recover money from a stop payment placed on a personal check given to you?
you can always take them to small claims court and sure them for 3 times the amo...
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