Moving from previous lessons on “people” to this series on “profit,” we found that the key link-piece was efficiency. We discussed how efficiency is a friend to profit, not an enemy as some may assume. Now we’ll dig into why it’s so important to make associates more efficient.

Efficiency is one of the major tenets of lean practice, so it’s nothing new to those practicing lean law. But it takes on even more importance during a talent war. Associates want to feel involved and relevant. Tasking them with mundane, non-essential, and frankly time-wasting jobs is a recipe for attrition, and during a talent war, there are plenty of opportunities elsewhere. On the other hand, firms who commit to lean operations can offer training and mentoring in these skills to associates. This enables associates to make efficient use of their time and keeps them engaged, involved and innovative.

With eye-watering salaries becoming the norm, it takes more than cash to retain top young talent. Sure, you can offer yoga sessions, concierge services at the office, flexible hours and all the free coffee and Danish you want (and associates want all that, and can get it), but in the end, those who are serious about being a lawyer will want job fulfillment. Lawyers who get mentored to practice efficiently and effectively will develop incrementally, and they will bring a productivity mindset to every project, every day.

That efficiency will inevitably turn into increased profit. Frankly, law firms pay associates too much to have them saddled with mundane, inefficient tasks. The clients who are faced with rate hikes feel the same way. Clients are aware that law firms are paying inflated salaries and passing these costs along in rate rises, and all of this is a big turn off. The best response is if you can tell clients that you provide efficiency training for associates, and if the client can see for themselves a team working efficiently on their case. Yes, the rates are high, but efficient associates record less hours. Overall, this saves the client money and helps the firm get better rates and still get retained for the next job. Efficiency benefits the associate, the firm, and the client.