🟣 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. 🟣So, my next question is do you know the answer to that question? Maybe you do and […]

 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. ❌ I’ll try.  The word try is just a three-letter word […]

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 […]

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 […]

Yes, it’s true. A colleague told me this tragic story. So he had done £100k 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 […]

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 […]