Do you have written instructions on how new client contact with your office is to be handled? If you don’t, you are leaving it to the discretion of whoever gets the initial contact. In addition, if you have staff turn over you need to repeat the verbal instructions, hoping they will remember them. Every office should have a basic system, in writing, for handling new client contacts, but this is especially true of small personal injury firms. There are a…
In a few days I have an administrative hearing which will only take a day or two. Witnesses will be called and exhibits introduced. The matter involves materials and events which date back two years. There are letters, e-mails and phone calls as well as legal documents covering the background. The volume of materials is not enormous, but enough to make it somewhat complicated to trace the events. There are disputes about what happened and the usual controversy you expect…
I have long admired Roger Dawson’s teachings in his writings and lectures on sales, motivation and negotiation. After all, trial lawyers are in a profession of sales and persuasion. Why not learn from the masters in the business world? His book Secrets of Power Negotiating, available at Amazon and other outlets, is an excellent encyclopedia for techniques of negotiation. Here is a short summary of some of his principles, but for a complete understanding I recommend purchase of his book…