In many areas of the country, the market is heating up, and when that happens, the biggest danger isn’t necessarily lack of marketing – it’s the fact that attorneys have only so much time and capacity to get the work done – and when they’re on overwhelm, they’re not marketing to capture all the additional work that’s available. And even worse, they’re not able to deliver the best service to their current clients.
So, marketing isn’t necessarily your biggest obstacle. It might be your CAPACITY AND EFFICIENCY. And how do you increase it?
“Systems, Sorta Systems,” part four of my video series “Seven Ways Good Law Firms Lose Money,” discusses how poor systems – or poor use of systems – can seriously hamper a firm’s growth. It’s just 10 minutes long, and it’s worth circulating to every attorney.
The larger issue here is that the profession is moving in the wrong direction – shrinking support rather than increasing it. Steve Jobs didn’t stay in the garage building computers – he assembled a team to do almost everything he was doing, except the most important parts – the ideas and the leadership – what I refer to in the legal profession as the “wisdom” piece. When the attorney is using their time doing work that could be done by an associate, a paralegal or an assistant, they are not operating at their highest value. They have a practical ceiling on how many files and how many hours they can work – and how much time they have to make sure more business comes in.
There is a mistaken belief that technology can substitute for team. Only partly true. The lawyer without a team but with great technology has simply raised their ceiling, not removed it. And in the process they have trapped themselves inside the machine.
As Michael Gerber put it so succinctly in his book “The E-Myth,” “if no work gets done when you are not present, you don’t have a business – you have a job.”
The path to an unlimited practice is paved not with Ipads and software, but people, systems, procedures – but most of all, great leadership and great management – of which the legal profession is in short supply. Almost every day, I help lawyers expand the
Don’t miss “Systems, Sorta Systems,” or any of the first four parts:
And of course, call me if I can help Always happy to talk, no charge. 407-830-9810.