Billing & Legal Marketing Strategy

How do lawyers set their fees? Not very well, apparently. This past week I witnessed the worst advice I have ever seen given to a lawyer.  In a discussion forum a lawyer posted this question: “Looking for your feedback.  I believe there’s a point at which a prospective client of average income looking to hire…

One of the fastest ways to make more money as a lawyer is to raise your fees. This allows you to serve the same number of clients and earn a significantly higher income.  But lawyers have difficulty with this concept because they have no way of differentiating themselves from everyone else who does what they…

Your fee says a great deal about you.  Like it or not, people use money as a criterion for passing judgment on everything from homes to cars to people. When you develop a fee for providing value to your clients, you (and they) typically view that fee as a reflection upon you.  And you leave…

You are a good lawyer. You might even be one of the best in town. Yet at the end of the day, you have a conversation with your partner or spouse, and it goes something like this: “I do not understand why I keep getting these crappy clients. They demand EVERYTHING, and they wanted it…

There are five reasons a lawyer should never give a free consultation.  I share them with you today as a public service. Some people need to be convinced to act in their own best interest. If you’re a lawyer, this article may be just the thing you need. If you’re not charging a consultation fee,…

Every dollar spent on law firm marketing should return at least a dollar in profit. Most lawyers understand this concept called: Return on Investment. What most lawyers (and most businesspeople) do not understand is that there is also a return on investment associated with your time. Think about it: Your time is a perishable product….

There are rules for everything these days. In fact, most professionals have rules you have to follow in order to work with them. Yet lawyers never seem to make rules for themselves when it comes to clients, payment and acceptable behavior/participation. If you run your own law firm you get to make the rules. Period….

Why do most of us have trouble asking for money? No matter how good your legal marketing is, if you don’t get paid, you will be unhappy. Since most of our clients have trouble asking for money, particularly when the client is required to pay for the service up front, we decided to make this…

An important part of your legal marketing is your client orientation system. I use this term to refer to the system through which a client is introduced to your services, interviews for your representation and pays you for your services. This process is unorthodox compared to the ways other lawyers on-board their clients. But then…

One of the parts of law firm marketing many attorneys struggle with is closing the deal. This means first, getting the client, who is sitting right in front of you, to sign on the dotted line. But there is more to it than that. They must not only sign on the dotted line but they…