Charging Your True Worth

The Headline Rate Dilemma: Is Your Law Firm Losing Revenue?

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 đŸŸŁ Law Firm Owners:  Do your fee-earners use their headline rate all the time? Most of the time?  Sometimes?  Rarely?  Never?  Apologies for being Joe Blunt but I can pretty well guarantee that they won’t all use it all the time. đŸŸŁSo, my next question is do you know the answer to that question? Maybe you do and […]

Mind Your Language

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 Law Firms:  This is Crucial to Know Have you ever considered how your lawyers’ thoughts may impact on your firm’s bottom line? Probably not unless you’re a linguist or a personal development coach of some sort. Here are 5 phrases which I recommend they remove from their language. âŒ I’ll try.  The word try is just a three-letter word […]

Do you manage expectations?

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 Law firms: Do your fee-earners manage clients’ expectations well or not?  In many instances, I would expect the answer to be no. You would think it would be easy, wouldn’t you? Yet it’s not. Why?  For a few reasons: đŸ§żBecause they are focused on the legal work and not on communicating clearly with the client. đŸ§żBecause they lack confidence. đŸ§żBecause they […]

Law firms and everyone else on the planet, for that matter!

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Whoa.  Hold your horses and stop for one moment and just think about that.  It’s a bold statement and yet it’s true. In fact, I want to expand that statement by saying: đŸ’„your thoughts are more powerful than anything or anyone. đŸ’„ There I’ve said it! What are you thinking right now about that statement? Is it, oh fantastic, I’m […]

Shut Up!

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I’m not being rude, honestly.  Once you’ve stated your fees, stop talking.  Visualise putting an imaginary hand over your mouth. When you are nervous, the tendency is to carry on talking, to try and justify your charges. As soon as you do that, you’re doomed. Because it means that you don’t believe you’re worth what you’re asking for. Logic therefore […]

Recession Proof Your Business

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When there is talk of a recession, people get scared.  And businesses get scared. When people and businesses get scared, they change their behaviour.  So, the results you get are not the same. In fact, they are almost certainly going to be worse.It becomes a vicious circle as the fearful behaviour is repeated and repeated. If you relate it […]

When Emotion Is High, Intelligence Is Low

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Law Firms:  Are any of your lawyers challenged with charging clients at their proper rate? Could their emotions, rather than reason be driving them? I know the answer to both these questions is yes and yes. 💯 When I first heard the expression, when emotion is high, intelligence is low, it stopped me dead in my tracks.  I know […]

Partner Dead! ÂŁ100k of WIP Unbilled!

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Yes, it’s true. A colleague told me this tragic story. So he had done ÂŁ100k worth of work and earnt nothing from it. Apparently, some of the work was very old indeed. It turns out that he had known many of his clients for a long time and I suspect his boundaries had become very blurred. Poor boundaries are […]

You Can Charge Your True Worth And Still Be A Nice Person

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I know from my work over the last 10 years that many businesspeople lack confidence around charging their true worth. And just one of their concerns is that if they do, they may stop being a nice person. This is simply not the case. In fact, I would go as far as saying that the reverse is true. If […]

Power of Saying No!

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This post is dedicated to all those who struggle with saying no. Isn’t it strange that such a little word should cause so much havoc, angst and fear in the hearts and minds of us humans? After all, if you turn the letters around to make the word on, there is zero emotion. Zilch. Nada! Why is that? Well, […]