The Law That Will Bite You Every Time

by | March 26, 2018 | Articles, Cultural Considerations, Practice Group Management

  • Let’s encourage client origination credit by extending or even making perpetual credit for a client Lawyer A brings in.  
    • Lawyer A hoards clients and
    • Other lawyers bring in cats and dogs because they can’t get credit for working on anything Lawyer A has rights to.
  • We’ll set minimal, recommended, or threshold billable hour requirements.
    • I’ll stay head-down in my office and drop unbillable client development activities.
    • I’ll work one hour more than the threshold and call it a day.
    • I’ll, ahem, pad my hours (ooops–that wasn’t published here).
  • We’ll reward actual revenue collected.
    • Anything and everything I can bring in, without regard to profitability, counts.
    • I’ll grant discounts promiscuously to get the client to pay.

You get the idea.  Never underestimate the ingenuity of smart and determined people to figure out a way.  Rules don’t change behavior; they change the rules of the game, only.  The distance from one to the other is enormous.

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