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Tag Archives: Coach’s Corner

Coach’s Corner: When does a prospect become a client?

When does someone visiting your website, blog or LinkedIn page become a prospective client? This does not seem to be a difficult issue. Everyone that a lawyer meets, including in cyberspace, is a prospective client! To think otherwise is to say you don't believe you have something of value that can help the person reading your material or who is standing in front of you. Of course, if your target audience is not focused on using the Internet and searching the Web on a regular basis, then you likely will not get many new prospects and clients that way.

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Coach’s Corner: Fixed-fee billing in health care – Will alternative legal fees be far behind?

Insurance companies hire lawyers as in-house counsel at reduced (wholesale) rates, pay lawyers in accordance with insurance policies for their insureds and otherwise have a dramatic influence over the billing practices in the legal community. Wasn't it insurance companies in or about the 1960s that demanded lawyers submit bills that showed the time expended in matters for which they pay? And then, as a consequence, lawyers began using time increments as a basis for pricing, not just as a management tool.

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Coach’s Corner: Leaders are made – even in law firms

When it comes to management, law firms, particularly large firms serving major corporations, are not trendsetters. They follow their clients. The much-criticized billable hour is an example. Until well into the post-World War II era, legal fees were based not only on time spent, but also the nature of the service, the result achieved and the amount at stake. Charging an appropriate legal fee was a matter of professional judgment.

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Coach’s Corner: Does Rule 1.17 save the sole/small firm practitioner? Part I

When the American Bar Association in 2002 modified Model Rule of Professional Conduct 1.17 to permit the sale of part of a practice, it was called the savior of sole and small-firm practitioners. The modification gave lawyers another way to reap the financial value of what they have built up over the years by their own hard work and creativity, converting the goodwill represented by their practices into a liquid asset.

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