Coach's Corner Articles

Do Your Due Diligence on New Clients - 01/23/2012
Fee-Suite Exclusions Muddy the Malpractice Waters - 01/16/2012
Who Owns a Departing Lawyer's Receivables? - 01/05/2012
Top 10 Ways to Increase Revenues in '12 - 12/28/2011
Are Firms Better Managed by Non-Lawyers? - 12/21/2011
The First Rule of Cash Management: Prompt, Personal Deposit - 12/14/2011
Don't Be Afraid to Keep Things Moving - 12/07/2011
Web May Be Key to Cracking 'Monopoly' of Law - 12/05/2011
Make Yourself Indispensible Through Client Connections - 11/28/2011
Are Law Schools Guilty as Charged? - 11/14/2011
Coaches Offer 'Outside Eyes and Ears' That Mentors Can't - 11/07/2011
Lawyers Must Prepare to Go Global - 10/31/2011
The Trend Can be Your Friend, If You Embrace It - 10/24/2011
Concentrate Marketing Efforts on Clients, Not Airwaves - 10/17/2011
Succession Planning By The Numbers - 10/10/2011
Success May Be Matter Of Degree In Alternative-Fee Setup - 09/26/2011
Take The Mystery Out Of Financial Metrics - 09/12/2011
A Lawyer's Many Paths to Success - 08/01/2011
Keep Outside Counsel in the Loop - 07/25/2011
Internet Security a Virtual Requirement - 07/18/2011
What Law Firm Leaders Should Do - 07/06/2011
Is the End of the Bar at Hand? - 06/27/2011
Smartphone Explosion a Tough Cell - 06/20/2011
Bringing Cloud Decisions Down to Earth - 06/15/2011
Avoid the Lateral Hiring Merry-Go-Round - 06/13/2011
You're A Practice Group Leader — Now What? - 06/06/2011
View Clients in Their Native Habitats - 05/30/2011
No Firm Needs To Be An Island - 05/23/2011
Can Non-Lawyers Own a Law Firm? - 05/16/2011
Every Client is a Potential Collection Problem - 05/09/2011
An Inclusive Firm is a Happy Firm - 05/02/2011
Your Lease is Also a Strategic Planning Tool - 04/25/2011
Public Virtue Could Mean Private Violation - 04/18/2011
Firms Should Approach Compensation as an Institution - 04/04/2011
File These eDocuments — Quickly - 03/28/2011
When Selling a Practice, Measure Value Objectively - 03/21/2011
If You're Pitching, Who's Catching? - 03/14/2011
Effective Rainmaking for Female Lawyers - 03/07/2011
Is a Retainer Really Necessary? - 02/28/2011
Are You A Firm's Finder, Grinder or Minder? - 02/21/2011
Firms' Public Virtue Could Mean Private Violation - 02/14/2011
ABA Internet Regs Could Hurt the Small Firm - 02/07/2011
How A Law Department Becomes A Profit Center - 01/31/2011
Judges Enjoy Online Freedom That Lawyers Don't - 01/24/2011
To Charge or Not To Charge: The Lawyer As Consultant - 01/17/2011
The Billable Hour: Going, Going ... Still Here - 01/10/2011
Differentiating Between A Prospect and A Client - 01/03/2011
New Fee-Dispute Regs Do More Harm Than Good - 12/27/2010
Five Criteria for Going National - 12/20/2010
The Billable Hour: Dead or Alive? - 12/13/2010
What Does It Take to Get Disbarred? - 12/10/2010
'Value billing' may set stage for alternative legal fees - 11/29/2010
Get off (and stay off) slippery slope of fee discounting - 11/22/2010
Leaders are made, even in law firms - 11/15/2010
Dealing with a Delinquent Payment - 11/08/2010
Stay on Top of the Lateral Hiring Boom - 11/01/2010
How to Know When to Keep a New Hire - 10/25/2010
Rule 1.17 and the Small-Firm Practitioner, Part 2 - 10/18/2010
Rule 1.17 and the Small-Firm Practitioner, Part 1 - 10/11/2010
Be Prepared for Contingencies - 10/04/2010
The billable hour - dead, or on life support? - 09/27/2010
When Recruiting Becomes Misrepresentation - 09/20/2010
When Targeting New Revenue, Don't Overlook Existing Clients - 09/06/2010
Failure to Record Time Overlooked Money Pit - 08/30/2010
Put off a succession plan at your peril - 08/23/2010
Succession plan a must for solo practitioners - 08/16/2010
The right rent for you - 08/09/2010
All the right moves? - 08/02/2010
Not every new client is a good client - 07/26/2010
Ignore the new reality at your peril - 07/21/2010
There's more than one way to add a lawyer - 07/12/2010
Who owns knowledge? - 07/05/2010
Assessing your practice’s retirement value - 06/21/2010
Don’t procrastinate, prioritize -- and get help - 06/14/2010
Law school rankings just a numbers game - 06/07/2010
Outdated concepts of the guild - 05/31/2010
Breeding excellence - 05/24/2010
Taking a glance at the dashboard - 05/17/2010
Does your firm have a language gap? - 05/10/2010
Making alternative billing a marketing tool - 05/03/2010
Taking advantage of an unprecedented opportunity - 04/19/2010
Do you have the time? - 04/12/2010
Origination Credit and Original Sin - 04/05/2010
Revisiting client visits - 03/29/2010
What is dominance worth to you? - 03/22/2010
Big Brother and bar associations - 03/15/2010
Taming the client record beast - 03/08/2010
Limited scope representation: half a case may be better than none - 02/22/2010
Where Will The Money Come From? - 02/15/2010
How to get from plan to action - 02/08/2010
Where to draw the ethical line? - 01/25/2010
Can you really raise your rates in 2010? - 01/11/2010
Determine your profitability to assess your worth - 01/04/2010
How lawyers think lawyers should be trained - 12/21/2009
Bringing specialist training to the 21st century legal market - 12/14/2009
Pro bono internships done right - 12/07/2009
To compete with legal self-help sites, unbundling may be key - 11/30/2009
What's in a name? - 11/23/2009
A collaborative approach to staffing - 11/16/2009
Coming soon: the true 'corporate' law firm? - 11/02/2009
It's not what's up front that counts - 10/26/2009
Hit 'em where they ain't - 10/19/2009
Marketing 101 reminders - 10/12/2009
Does networking still require real people? - 10/05/2009
Are a law practice and a law office synonymous? - 09/28/2009
In a recession, have tickets, will travel? - 09/14/2009
Doctors, lawyers and the importance of ownership - 09/07/2009
To charge or not to charge - 08/31/2009
Small firms can find diamonds in a rough recession - 08/24/2009
Lawyers should be retrained, not cut loose - 08/17/2009
Ignore the business of law at your peril - 08/10/2009
Can you afford to do good? - 07/27/2009
Ethics follow the dollars, as usual - 07/20/2009
Learning to be a lawyer - 07/13/2009
How is your practice going? Ask your clients - 07/06/2009
Senior lawyers may hold a valuable commodity - 06/29/2009
Helping profession should do just that for troubled members - 06/22/2009
Partnership in law extends to lawyer-client relationship - 06/15/2009
Transition from big to small firm calls up one's entrepreneurialism - 06/08/2009
Life may be unfair, but layoffs need not be - 06/01/2009
Leaving firm, lawyer wise do a full accounting - 05/25/2009
Worry not about losing clients; just work to keep them - 05/18/2009
When the going gets tough for law firms... - 05/11/2009
Arrogance of attorneys, others a troubling societal development - 05/04/2009
How to stay off list of endangered professional species - 04/27/2009
Experience as owners could be boon for small-firm practitioners - 04/20/2009
For firm's sake, partners may have to part with cash - 04/13/2009
Brevity is not the soul of good client billing - 04/06/2009
Costs plus billable hours have to equal revenue - 03/30/2009
Lawyers Can't Make More Than Their Firms Do - 03/23/2009
Look at partnership with open eyes - 03/16/2009
When defining value, the question is: value for whom? - 03/09/2009
One firm's recession is another's depression - 03/02/2009
The market and malpractice insurance - 02/23/2009
Do you want to sell out? - 02/16/2009
Can't we all just get along? - 02/09/2009
Some breathing room on an IOLTA dilemma - 02/02/2009
Don't let a credit line become a noose - 01/26/2009
Marketing: it's an effort, not a strategy - 01/19/2009
Cutting overhead can be painful procedure - 01/12/2009
Do you realize how much you're billing? - 01/05/2009
Take care of time, and it will take care of you - 12/29/2008
Are you cheap... or reasonable? - 12/22/2008
No firm is too big to fail - 12/15/2008
Growing up SMART - 12/08/2008
Know the ROI on your IT - 12/01/2008
When the coach runs the plays - 11/24/2008
Recession survival is three-part cycle - 11/24/2008
A passage to India: making outsourcing pay - 11/10/2008
Are you engaged in 'civil' practice? - 11/03/2008
Cold calling redux: how bar counsel missed the point - 09/15/2008
Why no one dreams of becoming managing partner - 09/01/2008
A law firm model that gives clients what they really want - 08/25/2008
The bottom line on the cost of associate loyalty - 08/18/2008
A status report on loyalty - 08/11/2008
There are some things a lawyer can guarantee - 08/04/2008
To retain or not to retain: that's the question for clients - 07/28/2008
Facing reality when a firm's survival is at stake - 07/21/2008
The taxing matter of taxing legal services - 07/14/2008
How to break the ice with 'cold calling' - 07/07/2008
When posting to social network, be sure to use 'sharer' discretion - 06/30/2008
As workload increases, so should fees - 06/23/2008
Clients may not buy when firm brands its attorneys as 'products' - 06/16/2008
Are you in the 'red zone'? - 06/09/2008
Do as we say, not as we do - 06/02/2008
He ain't heavy, he's my client - 05/26/2008
The billable hour trap - 05/19/2008
'I want to thank all the little people ...' - 05/12/2008
The SMART way to do marketing - 05/05/2008
Risky business: lawyers and insurance ethics - 04/28/2008
Would a recession be legal? - 04/21/2008
How do you sue a client? Very carefully! - 04/14/2008
Corporate America's challenge to 'big law' - 04/07/2008
Got 'the billable-hour blues'? - 03/31/2008
Lawyers are not immortal - 03/24/2008
Money or justice: must we choose? - 03/17/2008
After hiring associates, help grow them! - 03/10/2008
Are you afraid of ghosts? - 03/03/2008
Is loyalty cheap? - 02/25/2008
It's better to work with a Net - 02/18/2008
An update on the score - 02/11/2008
Preparing for the 'second season' - 02/04/2008
How to use financial software - 01/28/2008
Top 10 technology recommendations for 2008 - 01/21/2008
Will you avoid the 'credit crunch'? - 01/14/2008
Bill confidently, even in tough times - 01/07/2008
Collaboration needed in this '2.0' world - 12/31/2007
Practice 'business' to practice success - 12/24/2007
Build your business with common sense - 12/17/2007
Office choices speak louder than words - 12/10/2007
Money main issue for would-be solos - 12/03/2007
Do you know when it's time to leave? - 11/26/2007
Age policy may force more than retirement - 11/19/2007
Trade shows offer one-stop marketing - 11/12/2007
Collections depend on collection policy - 11/05/2007
Firm support makes rainmaking easier - 10/29/2007
'Exceeding' expectations not always the best plan - 10/22/2007
You need to do well to do good - 10/15/2007
Have clear rules of non-engagement - 10/08/2007
Why non-engagement letters are helpful - 10/01/2007
Master the 'art' of setting fees - 09/24/2007
New practice tips to ensure success - 09/17/2007
Technology, timing speed up payments - 09/10/2007
Type ethically: you are what you blog - 09/03/2007
Digging out of the discounting hole - 08/27/2007
Does a lawyer need an MBA? - 08/20/2007
Hey partner, are you sure you're tenured? - 08/13/2007
Demonstrate how you provide value - 08/06/2007
Do you know how you rate? - 07/30/2007
'Productizing' a law practice adds value - 07/23/2007
The 'perfect bill' prompts pay, goodwill - 07/16/2007
Hanging a shingle on a 'shoestring' - 07/09/2007
'One step at a time' trumps fear, stress - 07/02/2007
Job standards a key to avoiding conflict - 06/25/2007
Do you enjoy the 'hamster model'? - 06/18/2007
Don't get snowed-in by everyday disasters - 06/11/2007
Leverage just part of 'big business' - 06/04/2007
Your 'loss' might actually be a gain - 05/28/2007
Legal myopia hurts value of 'goodwill' - 05/21/2007
Technology trends to make life easier - 05/14/2007
Who's kidding whom on associate salaries? - 04/30/2007
Nothing personal: Avoid the baggage of unclaimed funds - 04/23/2007
Nothing personal: leave the loan alone - 04/16/2007
Make the right hire: use an employment agency - 04/09/2007
The alternative to planned succession is problems - 04/02/2007
Why work for clients who don't pay? - 03/26/2007
Is the client always right? - 03/19/2007
Facing up to the potential for embezzlement - 03/12/2007
Would apprenticeship make for better lawyers? - 03/05/2007
What makes you unique? - 02/26/2007
What do clients value? - 02/19/2007
Reuniting a firm divided - 02/12/2007
Are you afraid to succeed? - 02/05/2007
Looking at law firms through the windows of an Airstream - 01/29/2007
Success for 2007 - how to assure it! - 01/22/2007
Use of credit cards redux - 01/15/2007
Are you unique enough to deserve a raise? - 01/08/2007
Is benchmarking the master or the servant? - 01/07/2007
Don't let flat-fee arrangements leave you flat broke - 12/25/2006
Will lawyer advertising again become 'illegal'? - 12/18/2006
When it's necessary to terminate a lawyer - 12/11/2006
What is a law practice worth? - 12/04/2006
How to get a seat at the in-house counsel's table - 11/27/2006
Do you commit malpractice ... when it comes to technology? - 11/20/2006
When it's your firm, the buck stops with you - 11/13/2006
Should you ever 'fire' a client? - 11/06/2006
Can you defend your fee structure? - 10/30/2006
'Skill enhancement': the difference between plumbers and lawyers - 10/23/2006
How small firms can finance technology purchases - 10/16/2006
Is everybody in your office on the team? - 10/09/2006
Smaller firms shouldn't sell themselves short - 10/02/2006
A matter of trust in using accounts - 09/25/2006
Law firm accounting 101: a brief lesson - 09/18/2006
What is a 'fair' compensation system? - 09/11/2006
Taking the mystery out of the hiring process - 09/04/2006
Cyberinsurance could save you from an IT disaster - 08/26/2006
Communications gaps that drive clients crazy - 08/21/2006
How to choose the right bank for your firm - 08/14/2006
Mandatory malpractice insurance disclosure: taxation without representation! - 08/07/2006
SBA loan guarantees -- are they any good for lawyers? - 07/24/2006
Personal resources to improve your business competency - 07/17/2006
In praise of paper as an information management tool - 07/10/2006
Must you 'snitch' when it involves another lawyer's misconduct? - 07/03/2006
Is the handwriting on the wall for the virtual lawyer? - 06/26/2006
Are you a millionaire? Then why not make some changes! - 06/19/2006
Starting a new firm? Here are some mistakes to avoid - 06/12/2006
Managing the check deposit function at your bank - 06/05/2006
Too old to practice law? - 05/29/2006
How do you measure financial performance? - 05/22/2006
Do prospects want your testimonials ... or you? - 05/15/2006
Getting lawyers to accept planning - 05/08/2006
Can we talk? Don't wonder about your clients' concerns - ask! - 05/01/2006
Do you want a bank loan? Then make sure you qualify - 04/24/2006
Is law a commodity? Only if we let it become one - 04/17/2006
Is malpractice litigation unavoidable? Only if you ignore the warnings - 04/10/2006
What's your price? Billing alternatives beyond the hourly rate - 04/03/2006
Can you take it with you? Maybe, if you plan ahead carefully - 03/27/2006
Knowledge management: use it or lose it - 03/20/2006
Do you really need to return every client call promptly? - 03/13/2006
Even road warriors should be part of a team - 03/06/2006
To choose the right coach, ask the right questions - 02/27/2006
Pay yourself: 8 steps to collecting the money you're owed - 02/20/2006
The budgeting process: collaborating with the client is key - 02/13/2006
Credit cards and client payment: some additional thoughts - 02/06/2006
Selling A Practice: Allowing it is in everyone's interest - 01/30/2006
Moving On: Ways to transition a practice - 01/23/2006
To blog or not to blog: if you can't do it right, have someone do it for you - 01/16/2006
Use caution in transactions involving fixed fees - 01/09/2006
Ten things every lawyer must do - 01/02/2006
Tangled in the Web: the need for caution in Internet use - 12/26/2005
Buying, selling contract lawyer services can mean a malpractice suit in the bargain - 12/19/2005
Attitude is everything... and empathy with the client is a must - 12/12/2005
Bigger clients are better... if you keep them in proper perspective - 12/05/2005
Taking charge: Be smart about accepting credit card payments - 11/28/2005
Making the right choices on telephone use issues - 11/21/2005
Marketing made easy: a common-sense marketing plan - 11/14/2005
To charge or not to charge: being businesslike is professional - 11/07/2005
Rules of engagement: get it in writing to get paid - 10/31/2005
For the record: consider the requirements of file security - 10/24/2005
How to avoid clients who refuse to pay - 10/10/2005
E-mails may save time, but they can increase costs - 10/10/2005
How do you bill for a contract attorney? Very carefully... - 10/03/2005
Repairing from a disaster is different than preparing for a disaster - 09/26/2005