Chapter 62 The Fee and Representation Letter (The Engagement Letter)
It is critical that you have a separate fee and representation letter for every matter. A sample letter with 37 potential points is provided. |
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Chapter 63 Referral Fees or Division of Fees
In order to receive or pay referral fees or to divide fees with a lawyer, certain rules must be observed. |
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Chapter 64 Engagement Letters, Nonengagement Letters, and Disengagement Letters
It is critical to protect yourself and the client if you decide to drop a client or matter. Sample letters are provided. |
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Chapter 65 Balancing the Public's Need for Legal Services and the New Lawyer's Need to Eat
Whether or not to accept clients who can't pay. There is more than one way to help clients who cannot pay for what they need. |
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Chapter 66 How to Set Your Fees
Setting fees is always a huge question mark for the new lawyer and sometimes for experienced lawyers as well. Included in this chapter is the whimsical "Big Mac" formula for fee charging, which has been widely copied by others. |
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Chapter 67 Making Yourself Affordable Without Lowering Your Fee (Alternative Billing Arrangements)
Often a client can afford your services but doesn't realize that he or she can. Additional sources of client ability to pay legal fees are illuminated in this chapter. |
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Chapter 68 Don't Quote Fees or Give Legal Advice over the Telephone or by E-mail to New Clients
Why you must get the potential client into your office before quoting a fee. |
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Chapter 69 "Cash Up Front"-Shelly's Rule and Foonberg's Rule
Foonberg's Rule - Chanted by tens of thousands of lawyers.
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Chapter 70 Getting Money Up Front from New Clients
How Abraham Lincoln handled new clients. You can do the same by using "Foonberg's Rule" |
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Chapter 71 Cash Fees
Cash fees can tempt you. Be careful! |
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Chapter 72 Client Costs
Client costs (money expended for a client) can be a serious problem in an otherwise simple meritorious matter. Client costs being too high can result in poor service. |
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Chapter 73 The Importance of Cash Up Front for Survival (Also Known as "Foonberg's Rule")
Foonberg's Rule - worth reading as often as you can before accepting a new client. |
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Chapter 74 Getting Paid by Client Credit Card
Accepting credit cards can result in more net profit to you. |
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Chapter 75 Financing Your Practice with Bank Credit Cards
Financing your practice with credit cards can be dangerous, but it can be done. Read this chapter to get the fundamentals. |
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Chapter 76 How to Get Cash Up Front to Reduce Bad Debts and Increase Cash Flow and Avoid Going Under
Cash flow is critical to success. In this chapter I suggest simple ways to ask for, and get, cash up front. |
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Chapter 77 How to Word Invoices That Clients Are Happy to Pay
Your invoice can and should tell a story about you, what you did, and why you are entitled to payment. This chapter can help you word your invoice. |
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Chapter 78 The Importance of Monthly Billing
Why monthly billing is best for you and for the client. |
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Chapter 79 Final Billing on Completion of a Matter
Final Billing. Final bills are the ones that often don't get paid. Understanding why
this is so can help you avoid the problem. This chapter includes the famous "Client's Curve of Gratitude." This chart illustrates graphically why final bills must be sent immediately. This often copied chart was developed by me, based on a real live case, and is framed on many lawyer's walls and desks. This one chart is worth the price of the entire book. |
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Chapter 80 How to Make Clients Happy to Pay Legal Fees by Selling Them Stationery
You may feel you are selling advice. Clients often feel you are selling them paper which embodies the advice. Read why bombarding your clients with paper is critical to your success. |
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Chapter 81 How to Make Money by Reading Advance Sheets, Technical Journals and E-mail Law Bulletins
Convert learning time into cash. You spend time to keep current on the law, often your clients would be happy to learn what you just learned, and be happy to pay for their education. Learn how to do it. |
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Chapter 82 Typical Client Costs
Before commencing work on a matter you should learn what out of pocket costs may be needed. The client may not realize that these costs are in addition to the fee. Typical client's costs are listed. |
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Chapter 83 Can You or Should You Pay or Receive "Forwarding Fees" or Referral Fees?
Improper payment (or receipt) of legal fees to, or from, other lawyers can get you disbarred. Payments to, or from, non lawyers is playing with fire. The pluses and minuses of forwarding fees, referral fees, and division of fees is discussed. |
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Chapter 84 "Bedside Manner" in Setting Fees
Setting a fee and asking for it can be intimidating if you don't know how to do it. This chapter can help you learn. |
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Chapter 85 Alternate Dispute Resolution (ADR)
Alternate dispute resolution will be a major area of practice. Learn what it is and when to suggest it. |
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Chapter 86 When and How to Withdraw from a Nonpaying Matter
Knowing how, and when, to withdraw from a matter is something you must be prepared for and be able to do. Sample solutions and form letters are provided in this chapter. |
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