All posts by Art Italo

Time Management Tips to Increase Attorney Productivity

Time Management Tips to Increase
Law Firm Productivity and Profitability

 

It is difficult to find a profession where the old expression “time is money” is more relevant than in the practice of law.  Whether you bill by the hour or on a contingency basis, your ability to deliver quality legal work in a timely fashion is paramount to revenue generation and profitability.  Continue reading

How to Use Branding to Build Your Law Firm

How to Use Branding to Build Your Law Firm

 

While most people know that branding is important in marketing, few people know much about branding other than it identifies a product or service.  Beyond that, they have little understanding of how to use branding to improve marketing potential.  Knowing how your brand is perceived, and how to use it to increase the likelihood that clients will choose your brand over your competitors is an important part of marketing a law practice.

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Turning Telephone Inquiries into Clients

Turning Telephone Inquiries
Into Clients

 

With the legal market being as competitive as it is, prospective clients are shopping for attorneys more than ever. For this reason it is critical that telephone inquiries be handled quickly and effectively. If you wait too long, the prospective client will probably retain someone else. If you handle the call improperly, you may lose a client you could have otherwise secured.  These tips will help you improve your skills at turning inquiries into clients.

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Setting Goals and Achieving Them

Setting Goals
And Achieving Them

 

The importance of setting objectives in your practice cannot be overstated. Most attorneys are so driven by urgent matters, they lose sight of the big picture. One of my clients described his situation as having a time horizon of about two days. Needless to say his frustration level was high and satisfaction with his practice was low.

If you constantly operate in a reactive mode driven by urgency, your practice will experience highly random results. I speak with many attorneys who feel their practices are

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Planning for a Successful New Year

Planning for a Successful New Year

 

January each year represents a new beginning.  It is a time to examine your business over the previous year, assess what went right and what fell short of your expectations.  And it is a time to make adjustments to your business plan and tactics to make the coming year better than the last.   There are several aspects of your practice that you should examine to assess whether adjustments should be made:

  1. Financial performance (Revenues, Expenses and Profit) vs. Goals
  2. Case Analysis (Quality and Quantity of caseload)
  3. Personnel
  4. Marketing  Continue reading

How To Set Your Retainers and Fees

How To Set Your Retainers and Fees

 

Most attorneys, whether solo or partners in large law firms, struggle with the decision about where to set their fees and retainers. Generally, I find they err on the low side, mostly out of an irrational fear that if they raise their rates by $5.00, all their clients will immediately fire them.  Naturally, the result of this will be immediate financial ruin, bankruptcy, homelessness, and ultimately an unmarked grave in potter’s field.   Continue reading

Creating A Strategic Marketing Plan

Creating A Strategic Marketing Plan

 

A strategic marketing plan is vital to success in a competitive market. Unfortunately, many attorneys cringe when they think of marketing. They shrink from it partly because they aren’t sure it sends the right message about the profession, and partly because they are in unfamiliar territory. In a perfect world, they would automatically get calls from large clients with interesting cases all of whom pay their bills on time. Continue reading

The Benefits of Hiring a Consultant

The Benefits of Hiring a Consultant

 

I was once in a meeting with a potential client where we were discussing whether it would be beneficial for him to engage me as an advisor.  After spending a good deal of time talking about his current situation, his frustrations in moving forward, my qualifications, and the direction our consultations might take if he engaged me, he said to me, A consultant is a guy who looks at your watch and tells you what time it is. Why should I pay you a lot of money to tell me things I either already know or could figure out for myself? Continue reading

Improve Law Firm Marketing Using Leveraged Networking

Improve Law Firm Marketing Using Leveraged Networking

 

Leveraged Networking is a system that helps you get the most return for the time you invest networking. Most lawyers are convinced it is important to network, but they are not sure how to go about it. They go out and meet people, but they get few referrals. To be effective at networking it is vital to understand how and why it works.  Whether you are a solo practitioner just starting your practice or a partner with a large firm with a million dollar practice, networking will be the life blood of your practice. Continue reading

Marketing for the Small Law Firm and Solo Practitioner

Marketing for the Small Law Firm
and Solo Practitioner

 

As a solo practitioner or the member of a small firm, you must wear many hats. Besides being an attorney, you must be the accounting department, the personnel department, the accounts payable and accounts receivable department, and handle a host of other issues all at once. One area that is critical to your success, and an area with which attorneys often feel uncomfortable, is marketing. Continue reading