“I would like to thank Ed Poll for his recommendations in the Secrets of the Business Law and The Profitable Law Office Handbook. I had already implemented several of the recommendations suggested in his Secrets of the Business Law even before reading your book and it was nice to know that I have been doing some things correctly. I intend to implement many of the other recommendations he has made, and I am recommending his books to several of my colleagues.”
– John C. Mullin, Jr.
- Introduction
- Improving the Relationship
- Preventive Medicine
- The History of Credit
- Different Perspectives on Debt
- You Are Not a Victim
- Action Plan
- Intake Process
- From the Beginning
- The Intake Interview
- Extending Credit
- Creating a Credit Application
- The Lawyer as Sleuth
- Creating a Credit Policy
- Action Plan
- Acceptance of Representation
- Fee Agreement
- Engagement Letter
- Withdrawing
- Action Plan
- Informing the Client
- Increasing Contact
- Informing the Client
- Obtaining Consent
- Action Plan
- Budgeting
- Reasons for Budgets
- Creating a Budget
- Agreement from Clients
- Client’s Right to Know
- Payment Concerns
- Action Plan
- Pricing as a Two-Way Contract with the Client
- Pricing Is a Two-Way Agreement
- Responsibilities of the Lawyer
- Responsibilities of the Client
- Consequences
- Action Plan
- Billing
- Keeping Records
- Keeping Time
- Periodic Billing
- Billing Details
- Impact on Collections
- Marketing Opportunities
- Action Plan
- Technology
- The Role of Technology in Accounts Receivable
- Factors to Consider Before Updating Technology
- What Accounts Receivable Technology Looks Like
- Action Plan
- The Collection Process
- Overview
- Review the Terms of the Agreement
- Review the Local Rules of Professional Conduct
- Create a Written Policy
- Assigning Responsibility for Collections
- Accounts Receivable Reports
- Accounts Receivable Clerk
- Contacting the Client
- Obtaining the Information
- Discounting the Bill
- Action Plan
- When In-House Collection Fails
- Cutting Your Losses
- Efforts from the Firm
- Collection Agencies
- Filing Suit
- Winning
- Action Plan
- Final Words
- Benefits from a Better Collections Process
- Merchant Account
- Collaborative Relationships with the Accounts-Payable Department
- Knowing Others in the Client’s Organization
- Conclusion
Appendices Include
- Sample Forms, Letters, Reports and Scripts