Law Firms: I know you tend to be cautious as that fits with the nature of the work you do. While that is perfect for your legal work, business is an altogether different kettle of fish.
I am certainly not suggesting that you throw caution to the wind.
However, remember that faint heart never won fair lady.
To put this into a business context, you must be willing to do something different if you want to have a thriving business.
Let’s just take one example where your firm and its lawyers might need to change.
💎 Be willing and able to turn down an unsuitable prospect. 💎
Really Vanessa, you must be joking, turn business away. Yes, yes and yes again.
What is an unsuitable client? I call them, rather irreverently, PITA clients which stands for Pain in The A and you can work out what the A stands for yourself.
They are the sort of clients who are:
🟣always quibble about your fees
🟣want a discount
🟣don’t pay on time
🟣take up too much time and
🟣may not even be polite.
You know the ones, don’t you?
You’ve experienced them before and it’s not pleasant, is it?
What problems does this cause the firm?
💧It is losing money
💧Its lawyers are spending too much time on a job and therefore not billing on other jobs
💧Working with PITA clients depletes energy so your lawyers may be less productive which also impacts the bottom line.
💧Lawyers are more likely to be off sick.
I remember working with a seasoned employment lawyer who had been taught to hunt on the prairie.
This means grab anything that comes along regardless of quality.
A big fat no!
What’s the solution?
🟣Decide as a firm to be discerning on who you take on as clients.
🟣In fact, what is your ideal client?
🟣Disseminate this to all staff, especially those who are client-facing.
🟣Even though you do this, it doesn’t mean that your lawyers will stop working with PITA clients, especially if it’s their habit, but it may reduce the number.
What they really need is training and coaching but that’s not your bag. You’re brilliant at the law but you do need outside help.
I’m Vanessa and I help law firms get paid their true worth consistently and unapologetically while keeping their clients happy. If your firm frequently under-estimates, over-services or irrationally discounts, I can help you increase billing, recovery rates and confidence.
Ready to talk?
📞Get in touch today for a no-obligation chat on 00-44-12-02-743961