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19 11, 2012

How to Give Thanks to the People Around You

2019-03-11T21:46:30+00:00By Debra L. Bruce, JD, PCC.|3 Comments

“Karyn, thank you for working so steadily from the time you arrive at our office to when you leave. Your dedication demonstrates that I can trust you to play fairly with me. Trust is important to me, and it is a relief and a time-saver not to have any concerns about your attitude.” That’s a message I want to convey to my assistant in this month dedicated to expressing gratitude. I know she’ll receive this message, because she’ll publish this blog post for me. I’m hoping she’ll relish having the world (or at least this corner of it) know something that I appreciate about her.

I’ve written previously that studies have found various ways that expressing gratitude can enrich your life and increase your enjoyment of your law practice. I wrote about the value of acknowledging a job well done, which is a form of expressing gratitude, and how to give an effective acknowledgment. I’ve also written about the importance of demonstrating your appreciation to referral sources. Are you starting to get the message that I think having an “attitude of gratitude” is important? […]

13 11, 2012

Cultivating the Courage to Ask for Business – Part 3

2019-03-20T22:22:33+00:00By Debra L. Bruce, JD, PCC.|2 Comments

This is Part 3 of a 3 part series in which Debra L. Bruce talks to attorneys about less painful and more effective ways to ask for business from potential clients.

Networking Is Key

So how do you get into conversations with potential clients, or create the connections that can improve your likelihood of success, without making cold calls or being pushy? Networking is key. One in-house counsel said, “I enjoy talking to new people who introduce themselves at a conference or an event, particularly if they are confident, poised and friendly – without being overly aggressive.” Another said, “In order for a law firm attorney to have some chance of getting my business, I almost always would need to have met that person and ideally have had an opportunity to interact with them in a legal setting, such as serving on a bar committee or participating on the same seminar panel or co-authoring an article with them.”

So don’t give up on speaking, writing, bar service and trade association activity just because your phone doesn’t ring the next day. You are demonstrating your expertise and putting in place relationship building blocks. If you don’t meet a potential client, you might get to know someone who can later make an important introduction or referral. Corporate counsel frequently seek referrals from lawyers they trust, particularly other corporate counsel. […]

8 11, 2012

Cultivating the Courage to Ask for Business – Part 2

2019-03-20T22:23:24+00:00By Debra L. Bruce, JD, PCC.|2 Comments

This is Part 2 of a 3 part series in which Debra L. Bruce talks to attorneys about less painful and more effective ways to ask for business from potential clients.

First Downs vs. Touchdowns

If your prospect hasn’t jumped at the chance to retain your services, he may not have the necessary confidence that you can bring real value to him. Or perhaps he doesn’t have the authority to move forward. Instead of going for a touchdown by asking for the business, just try to keep scoring first downs. Consistent first downs will eventually turn into a touchdown, if you don’t fumble. […]

6 11, 2012

Cultivating the Courage to Ask for Business – Part 1

2019-04-01T20:52:45+00:00By Debra L. Bruce, JD, PCC.|3 Comments

This is Part 1 of a 3 part series in which Debra L. Bruce talks to attorneys about less painful and more effective ways to ask for business from potential clients.

Many lawyers, both men and women, blanch at the thought of having to ask for business, and I don’t blame them. In my opinion, it’s often a mistake, and it should be scary to do something clumsy or annoying. Common advice about “asking for the business” may drive sales in low risk transactions, but drive away potential clients with complex and risky issues.

Nevertheless, lawyers do need to develop business, and expressing your interest in working with someone can make a difference. How do you drum up the courage to do that? In short, it’s a lot less scary if you have laid the right groundwork beforehand. To help illustrate what potential clients want to hear from lawyers, I did an informal survey of a number of in-house counsel about how they like to be approached for business. My thoughts and their responses are intermingled in this article. […]

25 10, 2012

How to Send Invoices that Clients are Happy to Pay

2019-04-01T20:54:04+00:00By Debra L. Bruce, JD, PCC.|2 Comments

Introducing Guest Blogger Jeremie Fortenberry –

Guest Blogs on: How to Send Invoices that Clients are Happy to Pay Jeramie Fortenberry is the founder of Fortenberry Legal, a law firm that helps clients from across the United States with estate planning and probate matters. He writes about trusts, estates, and tax planning at the Probate Lawyer blog.

Billing makes me uncomfortable. When I first started practicing law (at that time with a big firm), I felt sheepish to even broach the topic with clients. It seemed uncouth to start talking about money right when I was in the process of establishing what I hoped to be a lasting relationship. Because of my reluctance to discuss fees on the front end, I relied on my engagement letter to set expectations regarding pricing. My hourly rate was buried somewhere in the letter, along with information about how time was computed and how often I would invoice. That, I thought, should be enough to deal with the uncomfortable issue of how I would be paid for my services. […]

24 07, 2012

Negotiating with Belligerent Opposing Counsel

2019-04-01T21:00:19+00:00By Debra L. Bruce, JD, PCC.|2 Comments

Initially, I tried letting him vent. When he wound down and I responded, however, he launched into another ear-splitting tirade. In a very calm voice, I said, “I’m going to hang up the phone now. Call me back when you have calmed down, and we can discuss it further.” I pushed the disconnect button.

The phone rang immediately, and the screaming began again. I responded calmly, even gently, “I’m going to hang up again. Call me back when you calm down.”

The third call began with him yelling, “Stop treating me like a child!”
“I will,” I reassured him, “when you stop acting like one.” I quietly hung up again. […]

10 05, 2012

Reducing Culture Clashes in a Small Firm Merger

2019-03-19T21:32:16+00:00By Debra L. Bruce, JD, PCC.|Comments Off on Reducing Culture Clashes in a Small Firm Merger

“We’re thinking about combining our firm of three lawyers with another small law firm. Do you have any guidance for us on what to consider in making our decision?” Clients ask me questions like this more frequently these days.

In some cases, a booming law practice has rainmakers looking for experienced help. Some senior lawyers in solo and small firms consider mergers as they begin thinking about succession planning. Sometimes young lawyers with developing practices seek to cut per capita overhead by spreading fixed costs across more fee earners. For some small firms, the merger mania in BigLaw has stimulated them to consider their options.

When contemplating a merger, many risks and rewards must be considered and due diligence investigations should be conducted. Culture clashes undermine mergers more frequently than any other factor, however.

When there are only 5 lawyers in the whole office, common values become even more critical. There is nowhere to hide. Variances in strongly held beliefs and values tend to grow from cracks to chasms. They can threaten the productivity, health and work satisfaction of everyone in the office, as well as the success of the firm as a whole.

Fortunately, with fewer people involved in a small firm, it can be a little easier to identify and discuss issues that may develop into rifts in a law firm partnership. Here are a few subjects to discuss.

1. What is your attitude toward money and the firm’s fiscal policy? Do you advocate leveraging debt to help the firm advance quickly and to weather dry spells? Or do you prefer a more conservative pay-as-you-go approach, relying on partners for any bridge loans required during slower periods? […]

1 05, 2012

6 Warning Signs You May Not be Ready for a Virtual Paralegal Relationship

2019-03-19T21:42:30+00:00By Cathy L Ribble ACP|Comments Off on 6 Warning Signs You May Not be Ready for a Virtual Paralegal Relationship

A virtual paralegal relationship is not the solution for every solo or small firm attorney. After consulting with many prospective attorney-clients over the last 3 years, I’ve begun to recognize some repeating patterns. You may not be ready for a virtual paralegal relationship if several of these warning signs resonate: […]

12 04, 2012

Is Your Law Practice Evolving or Devolving?

2019-04-01T21:02:53+00:00By Debra L. Bruce, JD, PCC.|2 Comments

Most lawyers evolve as they develop experience. They learn from mistakes and from observing other lawyers. Although every lawyer is different, most go through some of the same predictable stages.

Conscious Incompetence
You’ve just graduated from law school and passed the bar. Whether it’s your first client or your first assignment from a partner, your excitement is mixed with anxiety. You’ve never done this before. You don’t really know what you are doing. You’re scared that someone will find out.

Unconscious Incompetence
You have some experience under your belt. You feel like you know what you’re doing. In fact, in some circumstances you actually do know what you’re doing, but you don’t know what you don’t know.

As a young lawyer negotiating agreements, I carefully examined every aspect of the proposed contract. I was trained in a prestigious firm that expected perfection from its lawyers. I sought to achieve a pristine document that gave my client maximal protection from every conceivable mishap. […]

20 03, 2012

Technology Toolbox: These are a few of our favorite things…

2019-03-19T21:48:19+00:00By Cathy L Ribble ACP|1 Comment

This week I had the privilege of participating in the virtual professionals round table discussion sponsored by The Paralegal Mentor. After hearing each other’s stories as to how we ended up as virtual professionals in the legal services industry, the discussion quickly turned to technology.

The very next day Law Technology News published the article Virtual Paralegals Move Legal Work Online. LTN’s news editor Brendan McKenna covered the bases by gathering information from at least 9 different paralegals, myself included, concerning the definition of virtual paralegal, inspiration for starting a virtual paralegal business, and the technology used. McKenna even registers the preference of several paralegals to be described as freelance rather than virtual.

Participation in both of these discussions with at least 12 other virtual paralegal professionals led me to the following conclusions: […]

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