Focusing on profitability: a lawyer's guide to approaching new markets, engaging new clients, capitalizing on competitors, improving service, structuring fees and billing, adapting TQM to the legal setting, and other strategies for developing a more successful practice
General Practice Section, American Bar Association, 1994 - Law - 156 pages
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CHAPTER 2 Monitoring human resources The role
CHAPTER 3 UNIQUE PROFITABILITY
4 other sections not shown
Action plans American Bar Association analyze approach basis billable hours business management cash flow changes client contact client engagement client-centered cold calling competitive consultants continued costs cross-selling current clients discussed effort employees engagement cycle engagement letter enhance ents example expense accounting feel fees firm management firm personnel firm services firm-wide firm's profitability focus goals guidance group handle hourly How-to hints in-firm increase profitability individual initial interview involved law firms lawyers legal assistants legal services look lunch marketing matters meeting memo ment monitor monthly need selling needed improvement networking nomic nonlawyer phone calls poor economy potential clients practice development proactive problems professional referrals relationship building requires response revenues seminars sources specific staff survey talk team building team leader team members things tion today's Total Quality Management TQM process TQM team usually utilize value billing