At a recent presentation on our Road to Revenue National Tour, a young lawyer was concerned. She said that she has a new practice and has been successful in keeping her accounts receivable to a minimum. In other words, she has been able to work, bill and get paid quickly, the three elements of my 3Dimensional Lawyer® . Her concern, though, is that her pipeline for new business seems to be empty. She is concerned that prompt payment has an impact on additional work to be lined up for her to do.
In order of priority, one needs to get the work … marketing. Then, one must do the work. Production. Next, one needs to get paid. Finance.These are the three legs of the stool. The successful lawyer/law firm must focus on collections. Less than a 90% realization/collection rate is a symbol of future trouble.
In this lawyer’s situation, she is successful in the collection phase. In fact, it’s difficult to imagine a higher success rate when you have little to no accounts receivable.
The focus, then, needs to be on marketing, getting more work to fill the pipeline. These are separate and distinct issues. Relish in your successcollecting your billings and address the marketingto attract more clients.
The road to Pike’s Peak was windy, z-turns, with treacherous drop-offs and only a few guard rails. The average grade was 6.7% with many areas at 10%. The park rangers tell you to drive up and down in low gears … and to allow at least one hour each way. With my wife feeling nervous (white knuckle time) and oxygen deficit affecting both of us as we ascended, I was not looking for a speed record.
When we got to the14,110 foot top, we were met by the beauty of the area … and something even more spectacular for me. A plaque with a bit of important American history.
In 1895, Kathleen Lee Bates reached the top and was so struck by the scenic view that she wrote a poem. The poem was called America and published on July 4th. Later, in 1910, the lyrics were put to music and the song, America, the Beautiful was born.
One stanza which I don’t remember ever knowing is:
America! America!
God mend thine ev’ry flaw,
Confirm thy soul in self-control,
Thy liberty in law.
" … thy liberty in law …." More people should take these words to heart and develop both a higher respect for and tolerance of the law!
I nearly flew down the mountain with a greater love and respect for the institutions which those before us wrought.
We met and talked with Dale “Pee Wee” Schwamborn, a cousin of Wally Byam, the creator of the Airstream travel trailer. He regaled us with stories about the starting and growth of the concept and the company … and his own travels as a youngster with Wally through Mexico and Central America and then through Africa. To be right there as history is being made, traveling in such a unique fashion and meeting so many people in “high places” is quite unique.
During a respite from driving, and Paula picking up the chore, I had the opportunity to talk to a bar executive about a forthcoming presentation that I will do for his bar in a couple of weeks. I commented that I was learning about our country from the ground level. From the people I have met, and the discussions we’ve had after a presentation for lawyers, and conversations in RV parks and elsewhere, I have learned how much we have in common. If you don’t talk about politics and religion, we’re very similar.
Then, suddenly, it hit me. What we lack is tolerance! For some reason, the intolerance some people have for others is what keeps us apart and what stirs the pot of hatred. We need to remember that reasonable people can differ … and we need to retain the personal engagement despite the differences. Yes, hard to do but necessary for our survival as our country becomes more densely populated and with peoples of so many varying cultures with one goal in mind: to share a bit of the "American Dream."
While walking the streets of Missoula last week, we came upon a store. The sign in the window with the hours of operation concluded, “… Saturdays by Chance …”
Too many clients believe that lawyers are only “…open by chance.” They know lawyers work hard, work long hours, and are generally not available to clients when they need them. Why? Because the number one complaint against lawyers with State Bar disciplinary boards is still failure to return phone calls. When we first meet with clients, there should be a conversation about how to communicate. How long the lawyer will take to respond (90 minutes, 24 hours, etc.) and how the client wants to receive the communication (email, telephone, etc.), among other issues.
And make sure you understand the client as well as the client understands you. Some people call this “active listening.” Without it, you are talking at each other rather than to/with each other.
Should a lawyer-employer lend or give money to an employee to improve her skills, to become a paralegal, when there is some concern that she may not remain with the firm more than 2 years more?
This is a question that is posed more often than we realize. How would you respond?
In my experience, the answer is determined by the contribution the employee makes to the firm. However, if there is concern about whether the employee will remain with the firm, my inclination would be to hesitate.
Continuing education,not only for lawyers, but also for staff is essential for improving skills and effective representation of clients. And we should do anything we can do to encourage staff improvement.
Last week, while in Idaho for a couple of days, we drove alongside the Lochsa River. Some 25 years ago, I went on what turned out to be my only white water rafting tour. It was great and the Indian meaning of the river’s name, Winding Water, certainly proved to be correct. It was a category 5 river and was absolutely beautiful. Of course, getting knocked out of the raft and into the depths of a swirling river was no fun, but it makes for a great story as long as you survive.
It was a pleasant and unexpected drive along the river. My wife is the navigator and I didn’t realize that would be our route that day … after all, I’m a Teamster … I just drive … where I’m told to go … She’s the navigator … The Lochsa merges into the Clearwater and then into the Snake River. And, if my reading is correct, then into the Columbia. The waterways in this part of the country are spectacular …
July 4th, the birth of our country was also the birthdate of Wally Byam, the founder of Airstream Travel Trailer, a unique way to travel.
There was a rally in Baker City, the town of his birth 115 years ago. This attached photo is the final group photo … Paula, Bandit and I are on the ground, to the right. A good time was had by all … and it’s now time to get on the road again, heading toward Denver and Cheyenne, our next stops. Please join me.
and Paula picking up the chore, I had the opportunity to talk to a bar executive about a forthcoming presentation that I will do for his bar in a couple of weeks. I commented that I was learning about our country from the ground level. From the people I have met, and the discussions we’ve had after a presentation for lawyers, and conversations in RV parks and elsewhere, I have learned how much we have in common. If you don’t talk about politics and religion, we’re very similar.
While walking the streets of Missoula last week, we came upon a store. The sign in the window with the hours of operation concluded, “… Saturdays by Chance …”
