Law Practice Management, Lawyer Coaching, Legal Consulting, Law Firm Retreats : LawBiz Blog : Ed Poll

In this podcast, Ed continues the interview with Australian-based Winston Marsh. Winston is a professional speaker and a marketing guru who helps businesses make more money ... heaps more money. This segment continues by shedding light on his unique 2 x 2 x 2 formula to substantially increase your revenue.

An important lesson from Winston is that the work we do is what fuels our dreams. He suggests that we must live our life in a way that achieves our dreams before they carry us off, not after. That may be a great reason to listen to Winston again - to achieve greater success sooner so we have the wherewithal to achieve those dreams.

28 minutes, 04 seconds<br>
6.7MB

Click here to listen.

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Lawyer's clients value one trait more than anything!

What is that trait? By a margin of more than 2:1 over the next valued trait, clients value trust and reliability in a lawyer. This is an element that clients walk into the office having ... and it is up to the lawyer not to eat away at or destroy. As they say in sports, it's your team's to lose ... Don't lose the trust placed in you by your client!

See more in Monday's Coach's Column edition of Lawyer's Weekly Massachusetts.

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Florida modified its regulations on lawyer advertising, according to one commentary. This time, any commercials on radioi or television must be submitted to the Florida Bar 15 days in advance of running.  And, these rules apply to all lawyers who solicit business in Florida, even if licensed elsewhere.

Florida, one of the most restrictive States in the country, follows New York's recent changes.

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West LegalEd Center will host a monthly teleseminar series on the management of a law practice. For more information, cut and paste the following URL: 

http://westlegaledcenter.com/program_guide/course_detail.jsf?courseId=4920168&sc_cid=Lawbiz_0207

Our monthly series begins February 14, 11 a.m. PT.  The program will be recorded; thus, you will be able to listen at other times, at your convenience, as well.

The first topic will be Managing Client Expectations.

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This year, the new law goes into effect:  Daylight savings time will occur on March 11 and end on November 4 ... 3 weeks earlier and one week later.

Our technology, generally, doesn't know it.  Thus, you may be one  hour late for appointments unless you check your Outlook, VCR's, cable boxes, PDA's, etc. to determine if they've been updated.  There will be service patches and independent software developed for this purpose. The latest version of Windows XP is supposed to make the update automatically on February 13. 

Check out your systems to be sure that they have been adjusted ... Word to the wise:  Confirm the changes on March 12th to be sure.

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Thank you, Monica, for focusing more lucid comment on the advertising issues presented by the recent New York State Bar regulations.

I particularly like the focus that the Bar's energies seem to be inward-looking. As lawyers should be looking at the needs and wants of their cliens/customers, so should the Bar ... looking to the needs of its customers, lawyers. While the Bar's responsibility is to protect the public (from lawers?), the Bar also owes a responsibility to its members. Creating unmanageable requirements is not the way to protect either the public or the members/lawyers.

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General Electric’s aircraft sales force negotiates deals around the world. They submit purchase contracts to their prospective customers. When terms or the words of the contract need to be changed to meet customer requests, the sales force has to send the proposal back to GE lawyers for review and change. This process often takes weeks and sometimes results in lost sales.

Until now. GE has created a “tool kit” of clauses available on the internet for use by its sales force to address situations just like this.

Allowing the sales force to make contract changes has apparently saved GE $12 million in legal fees as well as increased the speed of the negotiation process and their “closing” rates.

Years ago, my CEO (in the food industry) used to draft the first draft of acquisition agreements and then send them on to outside counsel for completion. This saved thousands of dollars and did speed the process.

When the cost of legal services or the speed of delivery is outside the needs of clients, they will find alternative ways to achieve their goals. It is our responsibility to meet their needs before they find they can exist without us.

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