Archive for March, 2008

Self-Employed Health Insurance "Tool"

Posted by Peter on March 27, 2008
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Thanks to the Times for alerting us to this new health insurance resource for the self-employed:

The site, maintained by the Georgetown Health Policy Institute, shows a map of the country and after clicking on a state, a document is downloaded that covers everything from what kinds of programs are available to small-business owners to whether there is a high-risk pool available for those who have been rejected by insurance providers. These primers are comprehensive and frequently updated, and they are a great place to start, especially if you have been wondering about the meaning of jargon that peppers insurance providers’ descriptions of their offerings.

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Solo/Small Firm Media Bias

Posted by Peter on March 27, 2008
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Saw this nice overview today of our old friend Carolyn Elefant. And it’s an inspiring story and very much part of the solo practice and blogging lore on the ‘Net by now.

What I don’t like is the author’s bias and what seem to be attempts to diminish and downgrade solo practice…

There’s no name on the door to Carolyn Elefant’s K Street office in Washington, D.C. In the waiting room, a chubby man slouches on a black leather armchair, dozing…”

“some may shy away from its less-than-glamorous trappings…”

Some of the nitty-gritty might spoil the daydreams of dissatisfied big-firm lawyers…”

I’m a frequent consumer of the legal media myself and it’s true. Pick-up any of the large metropolitan area daily or weekly lawyer papers/magazines and it’s big firm focused. Who’s the biggest? Who represented x large corp. in their $99 billion dollar merger? What firms are offering $175k starting salaries. It’s all there…frankly I’ve gotten my share of coverage but still…

So there, we’ve uncovered another media bias here today.

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What Does Your Firm Look Like When You’re Out??

Posted by Peter on March 27, 2008
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So I had two experiences yesterday that got me thinking…

First, just another judge-not-on-the-bench court appearance that’s often frustrating. This was at Daley so it’s usually not as bad as the suburban courts since there are enough judges down there and you usually just get sent to another courtroom or one of the floater judges handles the absent judges call. With my particular case I actually wanted a continuance because one of our witnesses couldn’t make it at the last minute so this gave credence to us doing that.

Second scenario deals with a townhome association’s management company and its representative who works with a particular association that I have a client attempting to purchase that’s set to close early next week. Association has to produce a 22.1 disclosure and in this case there are some proof of repairs that they have too. Well, lo-and-behold the association representative is out of town this week and the person “covering” for her (I use the term loosely) can’t find the documents we need. Grrrr!!!!

So the above begs the question, what does/should your Firm look like when you’re out of town? And what are some steps to improve its “appearance.”

On the one hand vacations are important, yet on the other hand your Firm cannot just shutdown and be totally inattentive to clients just because you’re scuba diving at the Great Coral Reef.

At a minimum you need to have some relationships with other attorneys who can cover stuff for you when you’re gone (hopefully you can clear your schedule fairly effectively) or at a minimum be available for that emergency client call/court appearance. You should make sure your assistant has a couple names and also mention their contact info. on your voicemail. Related, it’s useful for a non-lawyer assistant to have someone to “go to” if he/she needs some help.

Vacations are among the critical reasons to be developing your staff or getting one if you’re totally solo. If it’s just you, you either can never go on vacation (or you’re working on the beach) or you’re essentially closed for business when you are on vacation.

In my opinion, only two things should be impacted if you’re out of the office: 1) lawyer-client meetings and at least on the court stuff you can control, 2) substantive court hearings.

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10 Cheap Ways to Promote Your Business

Posted by Peter on March 24, 2008
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Here’s an abbreviated list:

Promote yourself as a speaker.


Offer a VIP discount card.

Start a blog.

Ask for referrals.

Write articles in your area of expertise.

Offer a free seminar or workshop.

Start a newsletter.

Write a press release.

Use your vehicle as a billboard.

Network.

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Building a Better Profession

Posted by Peter on March 24, 2008
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Saw this piece in the Sunday Trib. about Building a Better Legal Profession, a group of law school students aimed at forcing change in the hiring and promotion of young lawyers. Nothing too original in terms of the issues they’re pushing…and the blog isn’t exactly update daily. But I’m all for pushing change through Internet organizing.

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High Growth/Demand Areas of Practice

Posted by Peter on March 19, 2008
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Once in a while I do actually read some other blogs…thanks to Build a Solo Practice, LLC for tipping us off to this one over at Law is Cool (I thought it was Law is Fun??). A nice variety of opinions from lawyers about the next “hot” practice area.

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Cross-Selling v. Upselling

Posted by Peter on March 19, 2008
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Cross-Selling vs. Upselling for lawyers from our friends over at Technolawyer:

Cross-Selling v. Upselling

Tom Rowe’s post, wherein he equates cross-selling of legal services to upselling, compares apples and oranges. Upselling occurs when a vendor attempts to tack on extras or upgrades when a buyer comes in to buy a specific item, often because the advertised item won’t do the job that the customer expects, or tries to sell “extras” that the client doesn’t really need. If the customer’s expectations were reasonable, then this is a form of a “bait-and-switch” and is objectionable.

Cross-selling, by contrast, occurs when a customer has obtained services that are of value to him, and retains the law firm for additional services because the firm has established a level of trust about the competence of their services. Cross-selling is therefore of benefit to both the law firm and the client.

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"I Love Referrals"

Posted by Peter on March 19, 2008
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Says Chuck Newton. So do I!

Here’s Chuck’s take on…

10 Low Costs Ways To Market To Referral Sources

Absolutely the truth for us small firmers out there. I don’t think you can bring in sustainable rates of business w/o referral sources, particularly early in your businesses history. The other critical group is former clients but starting out that isn’t a large group.

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The Ideal Reference

Posted by Peter on March 19, 2008
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Saw the piece here entitled, How to Pick the Ideal Reference.

The author’s opinion…

So, here they are, my must-have qualities for the perfect reference:

  • People who you are certain think highly of you.
  • People who will take the request seriously and be prepared and thoughtful in their answers, even if you don’t have time to brief them beforehand (though building in time for a thorough briefing is a wise idea).
  • People who understand the context in which the reference is being given.
  • People who will know, intuitively, how to present any of your potential weaknesses as strengths.
  • People who express themselves well — either verbally or in writing, depending on which type of reference they will be giving.

Or as I’ve found in doing some checking on references for a legal assistant or law clerk, make sure they’re people who will actually respond to a call/e-mail when someone’s doing a reference check!

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Boot These Five Dumb Practices…

Posted by Peter on March 19, 2008
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Here’s the full piece and a listing of the 5:

E-mail: a tree’s worst nightmare. In one particular case, I have more than 700 e-mails waiting to be entered into the electronic database. After entering them, I must print them all and place them in correspondence folders. This is in addition to more than 3,000 e-mails I’ve already processed over the case’s three-year life.
–How ’bout just properly archiving/saving e-mail in their digital format??

Correspondence deja vu. I receive a letter by fax, enter it into the database and file a paper copy. Three days later, I receive by mail what appears to be a second copy of the same letter. But a good legal secretary never assumes two documents are identical just because they appear so at first glance. It takes a careful comparison to be sure.

If only I could have back all the time I’ve spent analyzing incoming mail to make sure it is, indeed, something we’ve already received by e-mail, fax or both. And this doesn’t even count the time I spend sending my own lawyers’ correspondence by two or three different means.
–I still see this one a good bit…I think the only time it’s justified is there are some real estate contracts (I think the form contract that most Chicago Realtors use) where “notice” is only proper by fax if a copy of the letter is sent via first-class mail.

E-file, then refile. Opposing counsel e-files a lengthy brief and appendix with the court. Instantly, my lawyer and I receive an e-mail containing a link to the filed document, and I print the file-marked copy. But three days later, a 6-inch stack of paper arrives in the mail from opposing counsel — the same brief and appendix, not file-marked. It’s trash I can’t throw away. Somehow, I have to shoehorn it into my bulging file cabinets.

The $2,000 typewriter. I’m asked to revise and prepare for filing a Microsoft Word document someone else created. Upon opening it, I find a hodgepodge of hard returns, tabs, page breaks, manual numbering and direct formatting. I feverishly rework the document, because I understand the pitfalls of treating Word like a typewriter, and I’ve seen the embarrassment that can result. Then, I pray the original typist doesn’t work on the document again before it’s safely filed with the court.

The paper chase. I send a lengthy document to the printer I share with eight other people. The phone rings, then one of my lawyers needs something, and I forget my print job. An hour later, I check the printer and my document has vanished. After a fruitless search of the piles of unclaimed print jobs littering the table, I give up and send my job again. This time, I rush to the printer to claim my pages before they can disappear, and I find them mysteriously reordered. The only way I can ensure they’re in the correct sequence is by printing them a third time.

When will the bean counters realize shared printers are more costly, not less? Aside from the reams of wasted paper, the gallons of toner and the needless wear on printer components, there are the hours staff and lawyers spend printing everything multiple times and sifting through stacks of unclaimed pages.

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