Legal Business

Recent Posts

Has the Hourly Billing Model Become An AFA?
Posted on 2 Nov 2011 by Tom Kane

In a telephone conference earlier today with a client talking about legal project management and alternative fee arrangements, I was struck by a statement by one of the partners on the call. Although he recognized clearly that AFAs, especially fixed... Read More

Adopt the 20/20 Rule for More Effective Networking
Posted on 13 Oct 2011 by Tom Kane

The Rule : Get to events 20 minutes early, and stay 20 minutes after it is over!! Simple huh. I usually do not link to articles or posts by consultants who refer to themselves as gurus, experts, the best or top anything. I routinely pass their stuff... Read More

Joining Organizations Is Only The Start In Getting Attention
Posted on 5 Oct 2011 by Tom Kane

I've always argued that joining organizations for the purpose of business development is a waste of time for most lawyers. Too many think that by simply joining associations will result in clients flowing to the firm. On the other hand, most lawyers... Read More

Don't Procrastinate, Draft Your Marketing Planning for 2011, NOW
Posted on 22 Nov 2010 by Tom Kane

Okay, you had the best of intentions after the summer to gear up for the fall and winter months ahead, right? But, you didn't get around to it, right? Well, two "rights" don't make a wrong... it just means that you procrastinated. Join... Read More

Are You Pressed To Find Time for Marketing?
Posted on 8 Jun 2011 by Tom Kane

A client mentioned to me this week that things are a little slow, so he has more time to think about marketing. Too bad! He should have been thinking about his next clients when he was busy. Yeah, I know, easier said than done. However, when you are... Read More

Top 2012 Goal: Client Retention
Posted on 21 Oct 2011 by Tom Kane

As 2011 winds down (this year seems to have particularly flown by), it is time to start setting goals for next year. Since approximately 80% of law firm work comes from existing clients (in the form of new work or referrals) or other referral sources... Read More

Avoid Marketing Procrastination
Posted on 10 Aug 2011 by Tom Kane

Do you procrastinate in your practice by delaying drafting that motion, or answering those interrogatories, or reviewing your pre-bills? If so, then I'll bet you aren't doing much better with your marketing activities either. Right? Then you... Read More

Are You Credible When Making a Presentation?
Posted on 24 Aug 2011 by Tom Kane

Whether you are making a pitch to your boss, a client or prospect, or a speech to a more general audience, credibility is a crucial ingredient. Joey Asher reminds us in an article on of the importance of ethos in any presentation. Asher... Read More

How to Have a Successful Solo or Small Firm Practice
Posted on 26 Oct 2011 by Tom Kane

There are lots of things one can do from a marketing and business development standpoint to have a successful practice, whether you are a solo or, quite frankly, a lawyer in any size firm. Considering the fact that you will have less resources to bring... Read More

Younger Attorneys Need To Appreciate the Business Side of The Practice
Posted on 10 Nov 2011 by Tom Kane

How appropriate this week as the nation (if not the world) honors the memory of a great curmudgeon in CBS's Andy Rooney, that Attorney at Work has a post by its own killjoy Otto Sorts . It deals with an old codger's advice to the younger members... Read More

Networking Requires Getting Off Your Duff!
Posted on 17 Aug 2011 by Tom Kane

Social media is obviously one way to network these days, and it can work. But, it is not as effective as face-to-face events with clients, referral sources and prospects. So, it's time to get up from your desk, and get out and about. That is the... Read More

Basic Rules for Landing a Client or a Law Job
Posted on 18 Nov 2011 by Tom Kane

Being interviewed by a prospective client is not that different than a young lawyer interviewing for a job in this awful market. This idea came to mind when I saw an article by William Melater, a young associate and contributor to Attorney at Work . He... Read More

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Individual and Firm Brands Are Not Mutually Exclusive
Posted on 30 Nov 2011 by Tom Kane

In a couple of posts back in 2009, I talked about the importance of a personal brand , as well as its relation to the firm's brand . Both are important, but the personal brand is more critical since clients hire lawyers in most cases, not the... Read More

Put Your Best Face on Facebook
Posted on 14 Dec 2010 by Tom Kane

Although I've been on Facebook for awhile, I can't say that I have been a big fan. In fact, when it comes to social media, I've been in favor of LinkedIn over Facebook for businesses, especially law firms. That may be changing. If you are... Read More

Is Your Firm A Milky Way or Snickers Bar?
Posted on 30 Aug 2011 by Tom Kane

And which do your clients prefer? Can your clients or prospective clients determine which you are? Do they care? Merrilyn Astin Tarlton has an entertaining piece on Attorney at Work that talks about clients being like kids in a candy store. If... Read More