The National Creditors Bar Association Law Practice Management Blog

Lawyers start their own law firms for any number of reasons.  There isn’t a wrong one.   Despite that, most lawyers starting law firms tend to make the same mistakes.   So, if it’s time for you to start your own law firm, good for you.  And, these are three things you should figure out now, so you don’t get caught short resolving them later.   Create a Niche.    It’s really hard to market a law firm if you’re trying to sell ‘general practice’ legal services.  You can’t sell everything.  So focus down, create a niche, and build on it.  In a hypercompetitive environment, like small law, you need every  single  edge you can  get ; and, the most obvious differentiation point for a law firm is to drill down to specific practice areas.  This process also has the added benefit of opening you up to referrals from law firms focused on complementary practice areas.   Decide What to Charge.   If you decide that your pricing will be ad hoc, you’re dead in the

Last week in this space, we addressed the fact that law firms have really low  net promoter score s, with an NPS equal to about the average airline provider.  As we discussed, that means that your clients like you about as much as they like Spirit Airlines.  You can do better.   Fi guring out your  net promoter score is step one.  Step two is  improving  your net promoter score.  And, the answer to improving your net promoter score  comes from the question:  ‘how can I make it more likely that my clients will refer business to me’?  Here are at least a few ways:   Ask for Referrals.   It’s funny: some attorneys don’t ask for referrals.  But, how are your clients supposed to know that you want referrals, if you don’t address the elephant in the room?  So, be sure to tell your clients that you want referrals, and that your  business thrives on them.  If they know, they’re more likely to provide them, if they like you,  in order  to help  you  out.  Supplement the proc

Did you know that law firms have a really poor not promoter score?   Wait, wait.  Let’s backtrack for a second.  Do you know what a ‘net promoter score’  is ?  Essentially, it’s a  KPI  (key performance indicator), that  attempts to determine how likely your clients are to recommend you .  The higher your net promotor score, the more likely your clients are to recommend you.  The lower your net promoter score, the less likely your clients are to recommend you.   Unfortunately for law firms, their average net promoter score is 25 .  That’s on par with wireless carriers.   What does that mean?  Well, it means that, the way you feel about Verizon, is how your clients feel about you.  In other words, your clients don’t like you.   But, just because an average exists, doesn’t mean your law firm hits it.   So,  take the time to figure out your net promoter score , and see where you land on the spectrum of customer loyalty.   . . .   Is you

Business cards are  so  lame.     Yet, everybody carries one.  Business cards are still the coin of the realm, even in this paperless age.   Even so, everybody’s business card looks the same.   Y’all  went to Staples, too, right?   But, in a massively competitive environment like that occupied by solo and small firm attorneys, it pays (literally) to access every possible advantage that you can.  So, why don’t you tweak your business cards, too?  Making those even the slightest bit more unique and interesting, may provide the sliver of an advantage that you need to convert a client.   So, here are  five  ways you can improve your business card , lawyers :   Picture This .    Stop with the text-based business cards.  Nothing forms a more visceral connection than an image.  So, put your headshot on your business card.   (Make sure your logo’s on there, too.)   Social Science.   Add you r  social account information, to offer people more avenue