23. The Business of Law Isn't All Business

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  24. Are You In the Business of Law for Your Clients Or Yourselves?

  2. Providing Value to Your Client

  Once you start thinking of attorneys as problem solvers rather than cash generators, a very interesting thing happens. You realize that the prize isn’t money, it’s happy clients. Then you see that it’s actually a “set up to succeed” strategy. To the problem solver, money is just a by-product, albeit a vital one, but it’s still a by-product.
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  25. Transitioning from Student to Associate: Raise Bills or Raise Eyebrows

  2. Providing Value to Your Client

  It’s not just how smart you are, how much you know, or even how hard you work. It’s how you work. Methods matter. If you can learn to practice law the way that work-givers want, you’ll become their go-to resource.
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  26. Transitioning from Associate to Partner: Titles Don’t Matter to Clients, Methods Do

  2. Providing Value to Your Client

  The conventional view is that the title “partner” is a marketing tool, and that it will justify the overnight hike in your rate. Clients don’t see it that way, and neither do we. Titles don’t matter to clients, methods do.