By Chris Ruys
A service offered at last week’s ISBA Solo and Small Firm Conference in Springfield was a free, 15-minute consultation with me to participants who wanted answers to their burning business, marketing and PR questions. Some 30 lawyers signed up for a one-on-one session, which was underwritten by ISBA President Mark Hassakis.
What were their most frequent questions? Here they are, with my responses.
- Show me the money. Many lawyers face an uphill battle to keep collections current. Clients won’t or can’t pay in a timely manner. As a business owner myself, I can understand their pain. Ask clients if they can at least make a partial payment. Sent out invoices regularly. Listen to your sixth sense if you think a prospective client is merely on a fishing expedition. Stop thinking you have to take the case of every single prospect who walks through the door.
- It’s just lunch. Some lawyers who network regularly can’t figure out why business is slow. The weekly business luncheon may enable you to rub shoulders with the town’s movers and shakers or like-minded lawyers, but if it’s not leading to new business, take action. Set up one-on-one breakfast and lunch meetings, find out what legal issues they face, and offer a solution.
- Get a web site. These days, there’s no excuse not to. Without one, you literally don’t exist in the virtual world.