Un-Billable Hour: Business Management Strategies for the Busy Lawyer Around the Community Table

How to choose the legal tech that’s right for your firm, and how to reject the rest, without getting overwhelmed. What’s denying yourself and what’s overindulging? It can be overwhelming. Guest Jared Correia helps law firms understand available technology and separate what’s helpful from what’s simply bright and shiny. Correia looks at software from several angles: Intake, e-signature, customer relationship management, and performance monitoring. All are important, but how do they fit together? Ask yourself what you like about the software you have, and what do you hate, then what do you want, and finally what do you need.Most firms probably don’t need all the hardware they have in the office, including the servers and data storage. The cloud – data management by firms that specialize in secure data management – is the future.Learn the secrets of the “Core Four” of software: Productivity; Accounting; Case Management Software; and Customer Relationship Management. Hear how these bedrock systems are the foundation of any successful firm. Wait … what about what about AI?Mentioned in this Episode:Legal Toolkit podcastOn The Road podcast“Twitter In One Hour For Lawyers” By Jared CorreiaClio Cloud ConferenceABA TechshowFilevineJoin The Un-Billable Hour Community Table

In this episode’s discussions around the Community Table:  A firm owner needs a computer policy for employees both in-office and working from home. What policies should she have for damage to the firm’s computers and client security? There’s insurance for physical damage. More important is protecting client data if a laptop is stolen or hacked. How can you protect client confidentiality, both for staff in the office and working from home? Is a contract IT team the answer? How do you split tasks between two admins? Hear how you can divide tasks to match each employee’s area of excellence. Carving out niches so each employee delivers maximum value creates a foundation for growth.  You’ve hired a new employee, but they aren’t catching on. How much time do you allow before you know it’s not working, and you need to let them go? There is a reasonable period to expect results. It’s OK to be patient and retrain as needed, but don’t carry dead weight. Mentioned in this Episode:Join the next Community Table live. What’s on your mind?Previous appearance on the Community Table “Community Table: Using Vacations to Strengthen Company Culture”

Throughout his career in “big law” and fintech, guest Abdi Shayesteh struggled with the legal profession’s lack of formal training. “It was sink or swim” with every new challenge, he says. There had to be another way to help associates become better lawyers. Law school may not fully prepare graduates to practice law, and the old apprenticeship model – learning on the job – has fallen apart as new lawyers are expected to produce billable hours from the start, and clients expect to pay for results, not teaching new lawyers.After practicing law for years, Shayesteh founded AltaClaro, an online platform built to train law school graduates how to actually practice law by applying practical skills training in a structured, online environment. Attorneys deserve better, and so do clients. Hear how AltaClaro’s approach combines experiential learning techniques to help attorneys build skills and confidence in a low-risk environment. Lawyers learn, do, and review at their own pace with practice documents, contracts, and clients. Then they go through each exercise with a live, experienced, vetted professional.  New attorneys get the skills they need, and firms get the fully trained associates they want.Mentioned in this Episode:Clio Cloud ConferenceJoin The Un-Billable Hour Community Table

In this episode’s discussions around the Community Table:  We start with an attorney who wants to create a fair referral compensation policy for his associate, a “grinder” who does everything asked. Recently, through a contact, the associate started bringing in new business. How does a firm set up a referral fee schedule? What’s fair to the associate and the firm? How to create effective, inviting “meet the attorney” videos as a relationship-building step with potential clients. What to include? What topics? How personal? Where do you post them on your website, or do you control when a potential client sees these?  When it’s time for a managing attorney or a director of operations, start by understanding the duties of each position and the experiences needed. One position requires a background in law; the other needs experience running a business (that includes facilities management, finance, and the overall operation of your office).  Mentioned in This Episode:Robert’s previous appearance on the Community Table “Community Table: Using Vacations to Strengthen Company Culture” WizeHire Legal Recruiting LinkedIn Talent SolutionsJoin the next Community Table live. What’s on your mind?

When it comes to law firm marketing, what is “niching?” Guest Chris Dreyer founded and leads the Search Engine Optimization (SEO) marketing firm Rankings.io. In a thoughtful, in-depth interview, Dreyer shares how to make your law firm stand out in a crowded field when you stop trying to be everything to everyone. Be memorable. Share what makes you special. SEO is often portrayed as sorcery, but it’s not. It’s math, it’s work, and it’s attention to detail. Learn about the “Four C’s” of online marketing and what makes your firm stand out when a potential client types a need into a search engine: Content, Capital, Collaboration, and Code. Dreyer explains what makes websites work, what makes content special, and how putting yourself out there as an expert in a specific area drives referrals and attracts attention. A focus on SEO doesn’t work overnight. It’s a long-term play, but the benefits build on themselves and stock a client pipeline that can grow your firm as your reputation and visibility compound your efforts. Trying to “game the system” doesn’t work. There’s no substitution for sincerity, authenticity, and hard work. Hear how you can get started and stay focused (and some common mistakes you can avoid) from an industry expert with a history of helping firms find new clients. Mentioned in this Episode:"Niching Up: The Narrower The Market, The Bigger The Prize," by Chris Dreyer.SurferSEOHARO, Help A Reporter OutFivrrUpwork"How To Get Rich: (Without Getting Lucky)," by Naval Ravikant.Malcolm GladwellJohn Morgan Explains Morgan & Morgan’s Marketing Strategy, YouTube.Join The Un-Billable Hour Community Table: Eventbrite.

In this episode’s discussions around the Community Table:  We present an extended conversation with guest consultants Robert Leitner and Philip Fairley as they guide a lawyer ready to grow her personal injury and Social Security law firm and discuss how to hire the right people for a developing case load. Does she need another legal assistant, or a medical records clerk, or an intake professional?  With some practices – such as the “work now, collect later” world of PI and Social Security – it’s possible to “grow broke” by pouring too much capital into the business while waiting for payment. These are complicated issues as one attorney struggles to do everything from adding new cases and practicing law to marketing, growing, and even managing human resources. Some staffers add to overhead, and some are virtual ATMs building your firm’s revenue.  Learn how customer relation management tools convert leads into clients. Efficiency could unlock the cash flow you need to build your practice and add attorneys or support staff. Plus, the importance of a truly targeted marketing platform. Mentioned in this Episode:ZillametricsJoin the next Community Table live. What’s on your mind?

Let’s talk about production and winning cases. It’s not only about acquiring new clients, but also acquiring new clients that can deliver results. A potential breakthrough using Artificial Intelligence, AI.How do we frame, understand, and implement the best of AI’s capabilities? Lawyers need to tread lightly, even as AI is becoming increasingly important in the field of law. Data is often “dirty,” unstructured, not built to serve. A properly “trained” AI program organizes these fields into useful information.  Guests Evyatar Ben Artzi and Gila Hayat are co-founders of Darrow.AI. Darrow's AI-powered Justice Intelligence Platform scans real world data to detect harmful events, determine the number of potential victims, predict the legislative outcome, and assess the financial value of a case to help firms locate and organize potentially important cases. No more chasing your tail or casting the widest net possible.Across the law, from financial misconduct to environmental protection to pharmaceuticals, there is data out there that creates patterns if you know where and how to look. Properly managing raw data may allow firms to find new clients and tell better stories more efficiently. Producing results starts before a case even walks through the door. Mentioned in this Episode:Join The Un-Billable Hour Community TableDarrow.aiDarrow blog

In this episode’s discussions around the Community Table:   Our first topic is how to use vacations – including your own breaks – to affirm company culture. How do you get away without fully abandoning ship and leaving your team to fend for itself? You encourage team members to take vacations to renew and regroup, but what about you as the leader of the firm? Company culture starts at the top.  Prevent your email and calendar from running your life and set your own priorities. Don’t let your email own you, and certainly don’t let your team run your life. You run your life. You run your firm. (It’s harder than that sounds When is it appropriate to let an employee know the relationship isn’t working and it’s time to part ways? And, what’s an appropriate severance package  Plus, let’s talk about how to grade support staff. Set expectations and reasonable goals so staffers know what’s expected and you know what to expect.Mentioned in this Episode:“Come Up For Air,” by Nick Sonnenberg“We Have Met The Enemy And He Is Us,” Pogo by Walt KellyJoin the next Community Table live! What’s on your mind?

Is your marketing missing a key component, say, a way to reach Spanish speaking audiences? Many attorneys miss a large segment of their community that wants legal services, if only they would reach out. Guest Hugo Gomez founded and leads Abogados Now, a digital marketing company that helps connect attorneys in the U.S. with the Spanish-speaking communities around them. This is about more than hiring a translator, this is about understanding different cultures and reaching out to them. Go beyond adding a “Google Translate” button to your website. What works in English often doesn’t work in another language. Even in Spanish the language and nuances vary from country to country, community to community. Think it doesn’t matter? The Spanish speaking market is the fastest growing segment in the U.S., and nearly 1 in 5 people in the country have connections to Spanish speaking communities. The numbers don’t lie. It’s a massive market. But it’s not easy, and it takes experts who understand the cultures. Reaching out, effectively, to the Spanish speaking markets in your area can be your competitive edge. Learn the steps you can take to establish an entirely new arm to your marketing and the services you provide and the people you help. Learn about adding a layer of authenticity, understanding, and honest representation. What works, where do you present yourself, and how do you reach these markets?Mentioned in this Episode:Law360, “Abogados Now Founder On Reaching Spanish Speakers”Join The Un-Billable Hour Community Table

In this episode’s discussions around the Community Table: Our first question turned into a collaborative discussion around the Community Table with input from several other lawyers. How does a longtime attorney with her own firm finally shake things up, turn operations over to someone else, and focus on strategy and the practice of law? It’s hard to let go of control, even with a consultant pitching in.How do you market when money is tight, cash flow is low, and you need more dollars in the door? Start by knowing your practice. What’s the underlying issue, what kind of ship are you leading? From there you can spot opportunities and focus on revenue and marketing.Thinking of making a pivot or expanding from your current area of practice to boost revenue? Consider what you enjoy doing and think about what areas of the law generate consistent, timely cash flow. Mentioned in this Episode:Gino Wickman, “Traction”Michael Morse, “Fireproof”Previously on the Un-Billable Hour, guest Michael Morse, “Your Firm? You Can’t Do It All (And You Shouldn’t Try)”ABA TechshowSMB TeamThe Rainmaker InstituteWealthCounsel estate planning softwareL. David Marquet, “Turn This Ship Around: A True Story of Turning Followers Into Leaders”L. David Marquet, video, guest “Texas Business Radio”Join the next Community Table live. What’s on your mind?