đŁ 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 wonât all use it all the time. đŁSo, my next question is do you know the answer to that question? Maybe you do and […]
Mind Your Language
Law Firms: This is Crucial to Know Have you ever considered how your lawyersâ thoughts may impact on your firmâs bottom line? Probably not unless youâre a linguist or a personal development coach of some sort. Here are 5 phrases which I recommend they remove from their language. â Iâll try. The word try is just a three-letter word […]
Do you manage expectations?
Law firms: Do your fee-earners manage clientsâ expectations well or not? In many instances, I would expect the answer to be no. You would think it would be easy, wouldnât you? Yet itâs not. Why? For a few reasons: đ§żBecause they are focused on the legal work and not on communicating clearly with the client. đ§żBecause they lack confidence. đ§żBecause they […]
Law firms and everyone else on the planet, for that matter!
Whoa. Hold your horses and stop for one moment and just think about that. Itâs a bold statement and yet itâs true. In fact, I want to expand that statement by saying: đ„your thoughts are more powerful than anything or anyone. đ„ There Iâve said it! What are you thinking right now about that statement? Is it, oh fantastic, Iâm […]
Shut Up!
Iâm not being rude, honestly. Once youâve 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, youâre doomed. Because it means that you donât believe youâre worth what youâre asking for. Logic therefore […]
Recession Proof Your Business
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
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. đŻ 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!
Yes, itâs 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
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!
This post is dedicated to all those who struggle with saying no. Isnât 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, […]
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