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Time For an Ethical Enema

Posted by Dave Lorenzo

Most of my work is done with sole practitioners and small law firms.  I enjoy working with them because they are generally highly receptive to the things I teach.  Big law firms on the other hand often have stupid requirements that get in the way of old fashioned commonsense.
 
Recently I met with a BIG LAW firm attorney (let’s call him Mr. Big) as part of an interview series I am doing with successful lawyers.  This guy came highly recommended by his Managing Partner.  My interview with him was short.
 
I ended it after the first question.

My first question to Mr. Big was: “What makes you so successful?”  I thought he would say something about client service or a dedication to quality research or diligence in pursuing justice for his clients.  I thought he would share a secret with me that I could, in turn, pass along to my clients.
 
Here was his answer:  “I’m successful because I bill the crap out of my clients.”

I was stunned.  Mr. Big went on the regale me with stories of how he has billed over 300 hours each month for the past 3 months.  For those of you who are not great with math that means he is billing 12.5 hours per day, six days a week or billing 10 hours a day for an entire month straight (for three consecutive months).
 
So Mr. Big bills all of this time and he NEVER takes a day off right?  Absolutely not.  He works a half day one day on the weekend and takes the other day completely off.  He says he usually makes up for that half day by “cutting out early to play golf one day during the week.”

I can’t say I was shocked by this.  I know it happens quite a bit.  The problem comes when these people submit their bills.  If they submit an hourly bill and it is not true they are perpetrating a fraud.

The argument people make to counter this point is that they are billing for “the time it would take if someone else did the work.”  In other words, because the attorney is highly experienced in this area of the law, he can get something complicated done quicker than others with less experience.
 
That’s great.  If you have that experience you should receive a premium for your services just don’t extract it by padding the number of hours worked.  Charge a flat fee, a value-based fee, and explain to your client that they are receiving the benefit of your experience.
 
There are no less than 30 different ways to structure fees in an attorney/client relationship.  I cover these ways with my clients each and every day.  Hourly billing is BY FAR the worst billing method. Not just because the client will get screwed (early and often) but because the lawyer will often get screwed as well (if you don’t think clients report overbilling to the state bar, think again).
 
If you need some help crafting an alternative billing methodology, give me a call 888.692.5531.  Don’t put yourself and your client in an uncomfortable position – the position of a person who has received an ethical enema.

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Ethical Legal Marketing

Judson Cohen

“I thought I knew all about running my practice and generating work but, I have to admit, I learned a bunch from Dave Lorenzo.

I’ll admit it, I made the same mistake most attorneys make about new business. I assumed doing a great job for my existing clients was enough to guarantee new business.

Yes, you have to do a great job for your clients. However, that does not guarantee new business. Dave helped me put in place simple and effective tools to reach out to new clients and maintain a healthy relationship with past clients.

Dave Lorenzo continues to help me find sustainable, ethical ways to consistently attract new business.“

Judson Cohen
Cohen Law Offices
Personal Injury and Civil Litigation
Miami, FL

 

My Law Firm Marketing Guide

Marc Kleiner

“After spending years in law school and in the business world, I realize the value in staying up-to-date on strategy, practice management and marketing. 

My Rainmaker membership has been a valuable resource in helping me stay on top of my game.

Building a law firm is a combination of art and science.  I’m glad to have the Rainmaker Lawyer Systems to help guide me.”

Marc Kleiner
Kleiner & Cazeau
Aventura, FL

Powerful Law Firm Marketing Plan

Evan Richards

I’ve used Dave Lorenzo’s law firm marketing information and advice to grow my practice and the results have been great.

Thanks to Dave’s guidance, my firm, my employees and I were recruited and offered an opportunity to join a prestigious firm here in Australia. 

Everyone is wondering how a young guy like me managed to build my practice from the ground up within a year.  Dave and Rainmaker Lawyer Consulting have helped give me an edge.

Evan Richards
St, Adelaide SA, Australia

 

Superb Legal Marketing Expert

Gerry Oginski

“There are only a handful of legal marketing experts that I think are truly superb at what they do. One of them is Dave Lorenzo, the author of the Rainmaker blog. I’m proud to say that I receive all of Dave’s e-mails discussing tips and advice that lawyers should be doing on a regular basis. He gives real-life practice advice that lawyers can implement immediately in their practice. I only wish I had learned about him years ago when I went out on my own.

I am a New York medical malpractice and personal injury trial lawyer for over 21 years and Dave clearly “gets it” and understands legal marketing. I am also the Founder of the Lawyers Video Studio and a avid student of lawyer marketing. Dave’s marketing tips are right on target.

Any lawyer looking to improve their marketing should look no further than Dave Lorenzo.”

Gerry Oginski, Esq.
The Law Office Of Gerald Oginski, LLC
Great Neck, NY

Essential For My Legal Marketing and My Law Firm

Loren Donald Pearson

“Since I began working with Dave I no longer spend sleepless night worrying where my next client will come from. 

Dave has helped me set up a number of legal marketing systems to help my practice grow.  He is a trusted advisor essential to my law firm.

I share information with him that goes beyond legal marketing and he offers honest, objective feedback based upon his years of experience working with other attorneys. 

I strongly recommend Dave Lorenzo and Rainmaker Lawyer Legal Marketing.  Hire him today!”


Loren D. Pearson, Esq.
Assouline & Berlow P.A.
Miami Beach, FL  

Your Law Firm Marketing Strategy Has Transformed My Practice

Mark Fried

“Thank you for your contribution not only to my firm but to the legal community. The strategies you have made available to me have transformed my practice and my life.

The guidance you have given me has allowed my paralegal and me to provide better service to my clients. This is extremely positive and has increased the referrals from my clients to me.

You are truly the best at enabling me to ‘make more rain’ with your law firm marketing strategy”.

Mark Fried, Esq.
Mark E. Fried P.A.
Miami, FL

Dave Helps You Achieve Your Attorney Marketing Goals

Leslie Zigel

“Dave Lorenzo is one of those people who know how to tap into an individual’s ultimate career and personal potential and unlock the life force that is necessary to manifest the drive and desire inside of everyone to achieve their full calling.

I highly recommend David’s attorney marketing services if like me, you seek to work to live, instead of living to work.”

Leslie José Zigel, Esq.
Ziglaw
Miami, FL

Your Lawyer Marketing Process Has Revived My Practice

Scott Wagner

Dear Dave,

Rarely do I take the time to write a recommendation or testimonial.

But it is tough not to return the love when someone does the following:

You’ve refueled my fire to practice law.

You’ve made me earn more money.

You’ve made me proud to be an attorney.

You’ve made me a happier person.

You’ve made me a better parent and friend.

Read it again because it is the truth.  It’s also what we all want out of life.  Your lawyer marketing process provides those keys to success and for that I thank you.”

Scott A. Wagner, Esq.
Moore & Company, P.A.
Coral Gables, FL

Marketing for Lawyers: Dave Lorenzo is the Real Thing

Brett Panter

“David V. Lorenzo author and founder of Rainmaker Lawyer, is the “Real Thing.”

David has the Ideas, Concepts and Drive to help a lawyer or law firm grow their business.

He knows what it takes and is willing to help those who want to grow. David is well educated and experienced and a pleasure to work with. David can become a part of the fabric and integrity of your law firm and give you the techniques and methods for marketing for lawyers, that have taken years to learn and perfect.” 

Brett Panter, Esq.
Sr. Partner
Panter Panter & Sampedro. P.A.
Miami, FL

Dave’s Rainmaker Legal Marketing will Make it Pour

Robert Rogers

“Dave has an excellent understanding of what makes businesses succeed and recognizes the importance of a good work/life balance.

I highly recommend Mr. Lorenzo’s services for any attorney that wants to understand better the wealth potential of their own practice, as well as increase the amount of time doing and living the way that we all want to. When teaching you how to rain make, Dave’s Rainmaker legal marketing will not just help you make the rain fall; he’ll make it pour.”

Robert Rogers, Esq.

Robert Rogers Law Firm, PA
Coral Gables, FL

Law Firm Marketing Plan Charged with Energy

Alicia Santana Torres

“David Lorenzo has successfully transferred the skills he acquired during a brilliant career in business consulting to the legal profession.  The lawyers in the room who had already been coached by David Lorenzo stood out from the crowd for their business vision, practice satisfaction and a solid law firm marketing plan.”

Alicia Santana Torres, Esq.
Santana Torres Law Offices, P.L.
Coral Gables FL

Lawyers Marketing Their Services are Blessed to Have You

Barry Stein

Dear David:

As you already knew, and as I learned, what separates you from any other such service is the time you spend to learn and understand the attorney’s practice you are working with AND to explore the goals and objectives of the attorneys involved. This two prong approach allows for you to develop a unique plan for lawyers marketing their services.

For those who love the practice of law, it is a real relief to have someone who loves to assist in the promotion of that work. Thanks for deciding to create Rainmaker Lawyer Consulting and as corny as it sounds, I know I am blessed by your having entered my life, both professionally and personally.

Barry A. Stein, Esq.

De Cardenas, Freixas, Stein &  Zachary, P.A.
Miami, FL

Attorneys Marketing Their Law Firms Can’t Go Wrong with Rainmaker Lawyer

Steve Klitzner

“No matter what Dave is charging these days he is worth every penny.  He will help you make a great living and live a great life.

He regularly transforms underperforming law firms into rainmaking powerhouses. 

If you want direct interaction action with a law firm marketing and strategy expert who helps attorneys marketing their practices grow revenue fast, there is only one thing you can do…call Dave Lorenzo right now.”

Steven Klitzner, Esq.
Miami, FL

Great Law Firm Marketing System

David Edelstein

“As a criminal defense attorney, I am used to fighting against overwhelming odds.  It’s a tough job.  I face difficult challenges on a daily basis.  But the truth is, none of those challenges are as tough as starting a law firm and finding clients.  Law school prepares you for many things but marketing certainly isn’t one of them.

That’s where Dave Lorenzo and Rainmaker Lawyer Consulting come in.  Dave helps me refine my law firm marketing plan, execute the strategy and measure the results.  The guidance, expertise and support I receive from him are invaluable.

If you love the law and you want to build a firm that suits your lifestyle, I highly recommend working with Rainmaker Lawyer Consulting.  Listen to Dave and follow his system.  Making more money is good, but having a law firm designed around my life is even better.”

David Edelstein, Esq.
Law Offices of David M. Edelstein, P.A.
Miami, FL

The Top Marketing Consultant for Attorneys

Rich Gee

“Dave is THE marketing consultant to attorneys. He works tirelessly to help his clients build value and streamline their practice. I tell many of my clients to spend just a few minutes with Dave and you’ll walk away with a game plan for success. Become his client and you just might transform your firm and your life because he is the top marketing consultant for attorneys.”

Rich Gee
Stamford, CT

Expert In Marketing for Law Firms

Brad Gross

“Dave Lorenzo has helped me build a reliable and consistent revenue stream in my law practice.

As a direct result of Dave’s advice, my practice has increased by over 30%. Right from the start Dave helped me to think differently – focusing on the value I provide to my clients, and pointed out different ways of viewing my practice. We developed marketing systems that help position me in my market niche.

My meetings with Dave are definitely best described as high-level strategic planning sessions that always produce results. Whether you are looking for the next big idea or just need a boost to help you get started – Dave is the guy to call.

Working with Dave is a great experience.  He is an expert at marketing for law firms and I highly recommend him to other attorneys.”

Brad Gross, Esq.
Ft. Lauderdale, FL

Key Strategic Thought Partner

Barry Conchie

“Dave is an outstanding business executive and key strategic thought partner.

He specializes in disruptive thinking and challenging orthodox approaches and specifically seeks to define a clear value proposition to all work activity. He has great business sense and is able to use very wide knowledge to come up with novel solutions. Dave commands strong loyalty because of his level of commitment and follow-through and he is excellent at maintaining a highly effective network that he leverages for everyones’ benefit.

I am very happy to give Dave my highest recommendation.”

Barry Conchie
Washington, D.C.

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