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Managing and Leading

Planning for Flat-Fee Billing

Thoughtful planning will be the key to making flat-fee billing, or any other billing method, viable and successful. And no matter how you change your billing practices, timekeeping will play a critical role. Yes, clients can perceive the value ...

Frederick J. Esposito Jr. - May 24, 2011

Get What They Owe You

Financial success is not measured by the billable hours you work, but by the amount of cash you actually realize from them. Uncollected receivables are tantamount to an interest-free loan to the client that can eat up your cash flow and ...

Edward Poll - May 17, 2011

It’s Not Just the Economy, Stupid!

What a strange time to be a lawyer, and worse yet, to be in law school. I suspect that many law students are beginning to feel they are earning a degree in sheepherding, or buggy whip manufacturing. It’s not just the economy. That would be ...

Bruce W. Marcus - May 12, 2011
T-Rex with open mouth Otto Sorts

Get Out of the Way!

Most law firms have a senior partner who won’t stop doing things the “old way,” who won’t step aside so someone else can do it more efficiently or better. (Fill in your favorite saying about "pots" here.) Here’s the thing: For our clients, we ...

Otto Sorts - April 23, 2011
getting clients title showing three people

Conference Call Etiquette

We all have our own inane conference call stories. It seems a medium designed for the ridiculous and irritating and fraught with, well, stupidity. While the technology continues to improve, our conference call behavior seems impervious to basic ...

Merrilyn Astin Tarlton - April 19, 2011
T-Rex with open mouth Otto Sorts

Decisions, Decisions

Fred sat at the end of the table, sweating and looking at the six of us as we waited expectantly for his decision. He hemmed, he hawed. And he asked to go over the options yet one more time. “It’s easy, Fred. Settle or sue. We’ve been here over ...

Otto Sorts - March 23, 2011

When You Lose a Client

It happens to every lawyer from time to time. Someone you thought was a good long-time client suddenly drops the relationship. Or, perhaps you compete for a new client and you’re not selected. It can happen for any number of reasons. Many of ...

Merrilyn Astin Tarlton - March 3, 2011
T-Rex with open mouth Otto Sorts

Civil Matters

As I entered my firm’s building the other day, I held the outer door open for several of our young attorneys. When a young woman then turned to hold the inside door open for us, one of the men made a bit of a scene (partly for my benefit, no ...

Otto Sorts - February 14, 2011

Make Sure the Check Is in the Mail

Having a little trouble with accounts receivable? If you take care to spell out your ground rules up front—and secure signatures on engagement letters—clients will find it much harder to dispute your bills. But it doesn't end there. Follow these ...

Frederick J. Esposito Jr. - January 19, 2011

Turn Trends to Your Advantage

Creating a successful, lucrative law practice requires keeping up with trends, and knowing which ones create opportunity. There are over 60 trends listed in the current “What’s Hot and What’s Not in the Legal Profession” report, including ...

Bob Denney - January 18, 2011