Full Record

1. Not just an attorney : the three roles of a small firm practitioner -- 2. Your business : what you don't know could hurt you -- 3. The 3-point foundation : the base of a successful practice -- 4. Make a name for yourself : focus your practice -- 5. Marketing smarts : how to attract the right clients -- 6. When bad clients happen to good attorneys : case and client selection -- 7. Make your clients feel important : keep it personal -- 8. The perception of value : what your clients see -- 9. Standing out in the crowd : how to wow your clients -- 10. Fee-setting methodologies : lessons in how not to set your billing rates -- 11. You are not your competition : getting your billing rates right -- 12. Alternative billing methods : one size doesn't fit all -- 13. Advance fee deposits : payment insurance -- 14. The good, the bad and the ugly : inadvertent pro bono -- 15. Getting paid what you're owed : how you bill affects when you get paid -- 16. Checking your firm's vital signs : how to measure your financial health -- 17. Self-limiting behaviors : how attorneys under earn -- 18. Your income : what is enough? -- 19. Untruths attorneys tell themselves : how they hurt the business -- 20. Sometimes the problem is you : personal habits that hurt -- 21. Success aforethought : your firm in ten years -- 22. My goals : an action plan for success -- 23. In a nutshell : 25 ways to increase profitability without working harder -- 24. The five Rs : how to keep your staff with you forever -- 25. Annual retreat : the year behind, the year ahead.