Rank #1: Rainmaking: Rethinking Your Sales Pitch
Are you wasting marketing dollars by not converting prospects into clients? Following up on last month’s discussion about marketing, The Un-Billable Hour host Christopher Anderson tackles the equally important subject of sales with the help of Liz Wendling. Together they discuss the many ways attorneys are sabotaging their own efforts to convert prospects into clients, explain how to rethink your approach to closing a sale, and provide invaluable practical tips on how to improve your consultation style. Liz also shares stories and lessons from her role as a law firm secret shopper.
Liz Wendling is a sales guru and author of the The Rainmaking Mindset and Consultations That Convert.
Apr 30 2019
Rank #2: Document Management Systems (DMS) for Attorneys
Apr 19 2011
Rank #3: Legal Professionals, Managing Time and Getting Things Done
May 11 2011
Rank #4: 8 Things Killing Your Law Firm and How to Stop Them
Law firms are beginning to utilize Lean Six Sigma standards to improve service quality for their clients. This two-tiered approach is both paradigm and methodology aimed at increasing organizational efficiency and accuracy of work. It focuses attention and efforts toward changing those behaviors and systems that slow productivity and increase errors. On this episode of the Un-Billable Hour, host Christopher T. Anderson interviews managing consulting expert Debbie Foster from Affinity Consulting Group. Together, they discuss Lean Six Sigma and the 8 main areas where law firms are losing productivity and profitability. Tune in to learn how your firm can benefit from modern day management practices by reducing waste, down time, and much more.
Debbie Foster is a Partner with the Affinity Consulting Group (ACG), where she specializes in practice management, time/billing/accounting and document management software, as well as providing technology audits for firms around the country. She has also trained hundreds of consultants around the country on software programs used in law firms and best practices when consulting on a law firm's specific technology needs. Foster is very active with State Bar Associations, a former Chair of ABA TECHSHOW, and a regular speaker on topics relating to technology, management, finance, and marketing of a law firm.
Mar 20 2014
Rank #5: The Seven Mindset Habits for Law Firm Growth
The mindset of a leader can affect an entire team and how they perform. This is especially true in law firms. In this episode of The Un-Billable Hour, host Christopher Anderson talks to Michael Mogill about the seven mindset habits that lawyers can use to run a more successful and cohesive law firm:
- Openness to change
- Openness to learn
- Set clear expectations
They go into detail about the strategies and benefits of each habit while also discussing the difference between a growth or fixed mindset.
Michael Mogill is the president and CEO of Crisp Video Group, a national legal video marketing company that produces high-quality and engaging legal videos for attorneys all over the country.
Dec 01 2017
Rank #6: How Lawyers Get Referrals: The Four "Cs"
In order to run a law firm successfully, you need clients and one of the most effective ways to get clients is through referrals, but what’s the best way to get referrals? In this episode of The Un-Billable Hour, host Christopher Anderson and guest Vikram Rajan, co-founder of PhoneBlogger.net, lay out the four Cs of referability, which are:
- Customer service
They also discuss testimonials, how to get them, and their key benefits in legal marketing.
Vikram Rajan is a co-founder of PhoneBlogger.net. He started Practice Marketing Advisors and its blog because he realized attorneys, CPAs, and related professionals required specialized marketing help.
May 31 2017
Rank #7: A Minute Saved is a Minute Earned
All lawyers want to get paid but keeping track of billable hours can be a challenge for solo and small firm lawyers. Inevitably, some hours may through the cracks resulting in a loss of potential money. In this episode of The Un-Billable Hour, host Christopher Anderson talks to Alan Tuback about techniques and tools that can help lawyers keep track of their billable hours. They also discuss using practice management software to track time and other easy-to-implement software solutions for an overall efficient firm.
Alan Tuback has held various roles in the legal software space for over 15 years before co-founding Devlos Software.
Jun 28 2018
Rank #8: Systems Keep You Sane
There are systems to help you run every part of a small law firm, whether it’s billing, marketing, or hiring. But what are systems and how do you implement them in your practice? In this episode of The Un-Billable Hour, host Christopher Anderson talks to Kristen David about the importance of using systems and how they help law firm owners, staff, and even clients. They discuss crafting checklists, freeing up time, and how systems are sometimes resisted. They also share tips on how an owner can free up their time.
Kristen David is law firm management and marketing advisor for How To Manage a Small Law Firm.
Jan 30 2018
Rank #9: Outside Looking In: Selling Legal Services
Nov 22 2011
Rank #10: Planning for Profit
Sales minus expenses equals profit, right? Wrong! This formula may not be as correct as we thought. Small business profit guru Ron Saharyan joins Un-Billable Hour host Christopher Anderson to discuss how putting profit first helps lawyers be more focused on their clients’ needs. Ron explains the importance of setting aside money for profit, pay, and taxes; then using what is left to run your business. They discuss how this profit-first mindset removes financial stress—freeing up time for honing your craft and delivering better services to your clients.
Ron Saharyan is co-founder and managing partner of Profit First Professionals.
Jun 12 2019
Rank #11: Office Space
It’s not the most glamourous topic, but your office space is important for running your practice efficiently. In this episode of The Un-Billable Hour, host Christopher Anderson talks to Andrew Lechter about how lawyers can be wise about leasing their work space. From maintaining a healthy relationship with your landlord to trends in the real estate market, there’s a lot that goes into leasing your own office space. Andrew shares tips about what lawyers should look for in a law firm lease, how to maximize the space you have, and what to do with office space that isn’t working for your business.
As vice chairman in the Savills Studley Atlanta office, Andrew Lechter brings more than 30 years of experience dedicated exclusively to representing tenants.
Sep 25 2018
Rank #12: Lawyers, Turn Your Clients into Fanatics
Consumers and clients believe customer service has become increasingly bad, yet most businesses believe their customer service is above average. Lawyers are certainly not exempt from this. However, in the age of Twitter, Facebook, and smartphones, unhappy customers are able to share their bad experiences to hundreds, thousands, even millions of people in real-time. So how do law firms, solo lawyers, and other businesses combat this influx in technology and potentially harmful online information? There's no trick, loyalty program, or hack that will work. Lawyers, and all other people providing service, will just need to create a good experience for their clients and customers across the board.
In this episode of The Un-Billable Hour, Christopher Anderson interviews customer service consultant Peter Shankman about how clients are changing the way they respond to bad service, the part technology plays, how businesses should respond to this change, and his view for the future of online reviews. Shankman begins by explaining the change in the way businesses have sold their products and services for the last 60 years. With the advent of the internet, people are more skeptical of advertising, and are able to connect with each other and interact in real-time. If one unhappy client shares his/her experience on social media, hundreds of people will see it. Shankman discusses transparency and genuine apologetic responses as the effective ways for lawyers to respond to these bad client experiences. However, in order to make clients fanatics, lawyers need to simply communicate with them and treat them with respect, and the client will brag about the good service to others. In the next four years, Shankman expects even online review sites like Yelp and Tripadvisor to become less relevant to business reputations than social media sites like Facebook, Google+, or Twitter. The most important point, Shankman emphasizes, is to consistently treat your clients decently and with respect. When your customer has an amazing experience, they will want to share.
Peter Shankman is an author, consultant, entrepreneur, and the owner of several multi-million dollar companies. He speaks to companies all around the world about how to provide amazing customer service and how to take advantage of the social conversation economy that he believes will be driving the global commerce engine over the next 100 years. Shankman has worked with hundreds of well-known companies and brands, as well as many other companies around the world. His newest book is Zombie Loyalists: Using Great Service to Create Rabid Fans.
Nov 26 2014
Rank #13: Biggest Mistakes by Lawyers in Business Development
Oct 23 2012
Rank #14: Finance 101: Tracking the IOLTA Trust Account
Sep 23 2011
Rank #15: Listening to Learn - Legal Podcasts as Educational Tools
Aug 26 2011
Rank #16: Owning Your Marketing Future
Do you really have ultimate control over your law firm’s online presence? In this episode of the Un-Billable Hour, host Christopher Anderson talks to Conrad Saam about how lawyers can take full ownership of their firm’s marketing and website. They discuss how the decline of legal directories has reduced visibility for some lawyers, and offer strategies for lawyers to take charge of their online presence. They also outline the best practices for ownership and talk about the benefits of WordPress. Finally, they go on to discuss the differences between marketing vendors and agencies and advise lawyers to thoughtfully consider which will serve them best.
Conrad Saam is the founder and president of Mockingbird Marketing.
Mar 22 2019
Rank #17: Decoding Search Engine Optimization
Search Engine Optimization (SEO) is vital if you want your website to be found by the right clients. But SEO can be difficult to understand to those who don’t specialize in online marketing. In this episode of The Un-Billable Hour, host Christopher Anderson talks to Seth Price about the four main components of SEO including high quality content, authoritative links, correct coding, and local. They also discuss the advantages and disadvantages of taking on a website redesign and identify the differences between good and bad links.
Seth Price is a founding partner of Price Benowitz LLP as well as the founder and CEO of BluShark Digital.
May 30 2018
Rank #18: How Law Firms Can Track Time
Feb 15 2012
Rank #19: Attorneys and Billing: The Art of Getting Paid
Nearly every firm has clients who are difficult to collect from. Most lawyers are not trained to deal with that. On this episode of the Un-Billable Hour, host Chris Anderson interviews experts Loretta Ruppert and Jeff Krause. Together, they explore ways to effectively track and manage client billing.
Loretta Ruppert is the current Senior Director of Marketing for the SaaS Product Platform at LexisNexis. She is the subject matter expert for billing and accounting software solutions, including Time Matters, and has been involved in developing software products for law firms for nearly twelve years. She is a current member of the American Society of Women Accountants and the former Controller for the Bliss Riordan Law Offices.
Jeff Krause is a Wisconsin attorney who founded Krause Practice Management, LLC and is a founding partner at Solfecta, LLC. He is a Certified Independent Consultant for software solution Time Matters and a frequent author and speaker on legal technology.
Feb 17 2014
Rank #20: Applying Lean Startup Principles to a Law Firm
While identifying a client base, deciding on office space, and making countless other decisions, assumptions are made when developing a legal business plan that are, at best, educated guesses. Many startups have decided to follow in the path of previous companies only to find that their firm does not thrive in such a structured methodology. In the incredibly complicated world of legal business, social media attorney Scott Malouf argues that the Lean Startup method provides an alternative and relatively efficient approach to identifying the specific needs of potential clients.
Lean Startup is a trial and error based business model in which a startup company makes small, specific assumptions and does vigorous testing on the results rather than depending on a big picture business plan. On this episode of The Un-Billable Hour, Christopher T. Anderson interviews Malouf about the benefits and difficulties of applying Lean Startup to law firms. New law firms can benefit by limiting wasted money, efforts, and time by truly sampling what clients might want and eliminating unnecessary services according to direct feedback. However, there may be challenges in ethical statutes surrounding lack of certain services and the ability to be transparent with clients.
Scott Malouf is an attorney who helps other attorneys turn texts, social media, and web-based information into evidence and advises in social media risk reduction. He has extensive insight into the best practices for startups, challenges that may arise, and examples of how he has personally applied Lean to his practice. He writes the Social Media Law column for the New York Daily Record and can be found on Twitter @scottmalouf.
Stick around to the end for details on how you can learn more about Lean Startup.
Jun 12 2014