Bill More Hours, Get More Clients
You'd think that handling cases as efficiently and cost-effectively as possible would be the best approach to generating more business. But as Rees Morrison of Law Department Management shows us in this post, the opposite is true: Billing big leads to more business.
From Morrison's post:
An off-hand remark by a partner, quoted in Of Counsel, Vol. 27, Feb. 2008 at 3, snapped me to attention. Kevin Newsom was describing his having been hired to handle a case for the Governor of Alabama that will be argued in the Supreme Court. Newsom remarked: "The best marketing I can do is to work myself silly on that case and do as good a job as I can." Aha! Big bills = big success = big book of business! One of the perverse drivers of legal costs is exactly this: If you log hour after hour and spend wads of your client's money and do well, another client may hire you.
Does the mantra "work smarter, not harder" apply everywhere else but the legal profession?
Posted by Carolyn Elefant on February 22, 2008 at 03:32 PM | Permalink
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