Profit-making is one of the most evident and primary goals of a business. When it comes to a law firm’s committees’ managing partners and members, one of the first and most feasible ways to increase revenue is to reduce unnecessary overheads. In this regard, some of the most renowned and profitable law firms in the US have identified and tackled vital factors that directly or indirectly impact the making of gross receipts. Changing such practices that adversely affect a firm’s revenue can help to increase revenue. Here are six factors that inhibit the profitability of a law firm.
Inadequate Firm Management
Typically, no group or partner can ensure the success of a law firm unless it has a solid management system that caters to long-term planning, routine administration, and an appraisal of outcomes. However, many firms lack such a management system. A partner tends to focus on specific issues only when crises occur. Thus, the year-end profit may be less than estimated when problems are identified and resolved months later. Consequently, a law firm must follow mechanisms that oversee the firm’s operations and finances to increase revenue.
Poor Coordination of Practice Areas
A well-administered law firm aids with legal matters that are resourceful and competent. On the contrary, agencies that follow certain practice areas, which are high in demand to make colossal money yet are less competent, do not make profits as expected. Implementing a practice area varies from firm to firm due to lawyers’ capabilities and personalities, their professional network and relationships with clients, their attitudes towards being managed, their perceptions of themselves, and the degree to which they are ready to give up their personal and professional freedom. Thus, a law firm must ensure effective coordination of their practice areas to increase revenue.
Absence of a Marketing Plan
As your law firm expands, the ad hoc marketing efforts and strategies that may work fine for a smaller business become less effective. With the diffusion of responsibilities, attorneys can be practicing at cross purposes. Those legal practitioners who dislike the concept of marketing or are unwilling to execute the necessary business efforts can be seen as legging in this competitive environment. Thus, partners in law firms of all sizes and practice areas should periodically remind themselves that each good existing client is typically a potential new customer for others. Consequently, they should adopt state-of-the-art marketing plans to increase revenue.
No Financial Plan
A law firm will most likely have little opportunity to figure out and rectify its economic issues unless it has a well-established financial plan for its income and expenditure, against which its actual performance may be assessed. Such a plan enables lawyers to prepare for uncertain contingencies and prevent financial surprises. The plan informs associates and partners of their legal obligations related to billable hours and collections.
Identifying potential financial issues and undesirable trends and timely corrective action is essential for a law firm to increase revenue. Just as bookkeeping is necessary for a business to prepare its financial statements, an innovative financial plan is necessary for its prosperity and sustenance.
An Inappropriate Partner Compensation Program
Typically, a partner compensation system molds the behavior patterns of a law firm’s partners. A partner will do what they are paid to do. Although a compensation program that overemphasizes partner or member billable hour production may temporarily increase revenue, it is detrimental to the firm’s long-term financial success as it simply discourages it from executing activities that address its necessities and priorities.
A partner compensation program incentivizes members and partners to gain an adequate balance between their billable hour production, associate training, marketing, delegation of work, and the firm’s management and practice areas, eventually helping the law firm become more profitable and thriving.
Unclear Fee Agreements
You must remember that most fee disputes, discounted bills, and write-offs typically result from the lawyer’s failure to confirm in writing the basic nature of the legal representation and the necessary arrangements for charge payment. Therefore, a law firm must require its attorneys to draft a confirmation letter as an integral element of accepting a new legal matter, especially when the client is new.
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