For a lot of legal professionals, billing is essentially the most uncomfortable a part of the job.
You do nice work, remedy complicated issues, and ship actual worth, but when it comes time to comply with up on an unpaid bill, issues abruptly really feel awkward.
In my dialog with authorized enterprise strategist Matt Darner on the “Be That Lawyer” podcast, we unpacked why that discomfort exists, the way it’s costing corporations greater than they understand, and what legal professionals can do to alter it.
Get Out of Your Personal Head: Reframing Shopper Communication
Matt discusses the mindset legal professionals typically have when following up with purchasers about invoices.
As a substitute of feeling such as you’re harassing or bothering purchasers, the strategy is reframed: sending an bill is a chance to showcase the worth and work you’ve delivered.
The follow-up isn’t about pestering for cost, however about reinforcing the connection and reminding purchasers of the progress made on their behalf.
Matt explains how coaching your crew to strategy these calls with confidence and helpfulness can flip a doubtlessly awkward second right into a constructive touchpoint.
The Confidence Erosion: Why Methods Matter in Regulation Corporations
Matt explores how preliminary consumer confidence can erode over time as a result of system failures and lack of communication.
Even when attorneys begin a case with excessive power and optimism, issues can go unsuitable, circumstances stall, communication lapses, and purchasers are left at the hours of darkness. This results in purchasers constructing adverse narratives and justifying delayed funds.
The takeaway: Constant communication and sturdy techniques are important to sustaining consumer belief and guaranteeing well timed funds.
Cease Having Attorneys Chase Invoices
Why are top-performing legal professionals — folks billing on the highest ranges — spending hours chasing down unpaid invoices? It’s a misallocation of expertise and time.
Drawing from his background in gross sales, Matt emphasised that essentially the most profitable consumer relationships, together with a few of his largest offers, all started the identical manner: with clear expectations.
While you begin off by setting after which assembly these expectations, all the things from communication to collections turns into smoother.
Corporations must rethink their construction and assist techniques in order that legal professionals give attention to high-value authorized work, not collections.
“Should you’re not invoicing often, it’s speaking one thing is unsuitable with your enterprise, whether or not you already know that or not,” Matt says.
Join with Matt Darner:
Web site: https://collbox.co/
LinkedIn: https://www.linkedin.com/in/matthewdarner/
Take heed to the latest episode of “Be That Lawyer” here, and should you’re critical about leveling up your enterprise growth, seize a duplicate of my new ebook, now available on Amazon.
Steve Fretzin is a bestselling creator, host of the “Be That Lawyer” podcast, and enterprise growth coach completely for attorneys. Steve has dedicated his profession to serving to legal professionals be taught key progress abilities not at present taught in regulation college. His purchasers quickly turn into high rainmakers and credit score Steve’s program and training for his or her success. He will be reached straight by e-mail at [email protected]. Or you may simply discover him on his web site at www.fretzin.com or LinkedIn at https://www.linkedin.com/in/stevefretzin.
