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Accommodation: Making Money in Legal Services Is About Finding More Time to Work

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The notion of a ‘factory practice’ gets a bad name among lawyers, who retain a burning desire to exist as white tower intellectuals .  Conversations about revenue and efficiency only get in the way of a good conversation about Supreme Court cases from the late 1880 s.  Ah, the Gilded Age, indeed.     But, really, it’s the law firms that can accommodate the most work, that make the most money.   Lawyers often think it’s pricing, that makes them money .  It’s not .  In specific geographic areas, for specific practice areas, lawyers charge about the same, across the board.     What really separates the law firms that make the money versus those that don’t (make as much of the money ) is how many widgets they can make .  In an environment where legal services is becoming commoditized, and in which consumers continue to exhibit increasing price sensitivity, it only makes sense that efficiency would be the ultimate answer.     So, yeah : the more your law firm functions like a fa
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Is Walmart Targeting Your Law Firm? What Alternative Business Structures Will Mean for Small Firms

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Small law firms generally have it pretty good , in that they’ve mostly had to compete only against other small law firms, that aren’t particularly innovative either , and that also don’t spend money aggressively to build their businesses.  Now, over the course of time, cracks have been made in that armor, as organizations like LegalZoom have addressed services for legal consumers in an entirely different way – by focusing on products (document delivery), at more cost-effective prices than most law firms are willing to offer .  And, even if th ose law firms have access to the technology need ed to accommodate that approach , they can’t or won’t adopt it .   But, that’s all just an initial volley in the coming clash between small law firms and legal service providers.     Lawyers have always been protected against other business owners infiltrating their territory by the existence of ethics rules ba nn ing lawyers from sharing fees with non-lawyers, effectively barring b
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The Say Hey Kid: The Simplest Tickler in Your Calendar is Also the Most Important

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Most attorneys are ‘good lawyers’ .  They do good work ; they’re conscientious, and th o rough , to boot .  And, the traditional advice on that topic was that if you simply did good work , the clients would flock to you, and be happy.     That sounds like a wonderful fairy tale, because it is .  It’s just not true that doing good work is enough to keep your clients happy.   Modern consumers are more demanding, and expect consistent updates .  They’re obsessing over their cases, and expect the same from you .  And, if you’re working diligently behind the scenes, they won’t believe it unless you tell them.     Doubting Thomases, all .  And, the same solution applies here.     If you want to make sure your clients are happy with what you’re doing, put a recurring four-week tickler on your calendar, to reach out to each active client of the firm .  Then, do it.     That’s it .  That’s the magic formula.     Even if you don’t have an update to make, your clients will feel ca
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