Client Services Bulletin December 1996

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Bulletin Number:

96-003

Date:

December 1996

Subject:

Winning the Uphill Battle Against Law Firm Surival

By: Dr. Thomas J. Venardos

The reality is that many small to medium size law firms are in a lot of trouble. Many of these firms are barely surviving. This is due, in part, to the internal factors such as uncooperative law partners, associates, legal assistants, and other support personnel There is little or no leadership from within the firm. There is only confusion and blame. On the other hand, there are external factors that impinge upon these law firms also.

The Basic Issues

The list below outlines some of the major issues impacting on the small to medium law firms today:

1. Lack of leadership skills from within to promote effective change.

2. Lack of clear internal communications among staff to identify real issues to be resolved.

3. Too little concern about retaining the good clients and recruiting new clients.

4. Lack of emphasis on effective client relationships.

5. Lack of internal cohesiveness to share common professional and business goals.

6. Inability to be competitive with other larger law firms.

The Solutions

The solutions are based on addressing the above basic issues. The numbers below correspond to the numbers above:

1. Get assistance to identify effective leadership, with accompanying vision, from within the firm.

2. Begin to identify issues that need to be clearly communicated among the staff.

3. Learn the techniques of how to retain good clients and seek out new clients.

4. Learn to use effective customer relations so that your clients are satisfied with your services.

5. Learn to set realistic short and long-term professional and business goals that are agreed upon.

6. Learn competitive strategies for your own survival and future success.

The Action Plan

Simply decide whether this is the time for you and your law firm to make a commitment to change. This will require that you make an investment in your long-term strategies to become more successful. You decision at this time is either a yes or no to proceed.

If your answer is yes, then talk with others in the firm and check to see if there is agreement. Your next step is to get outside assistance. This will provide you with objective and meaningful advise and implementation assistance. Check with various law firm management consultants to see what services you can obtain.

Good luck and the very best to your success in the future.

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