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Track Includes

• Reengineering Your Practice: How to Grow Your Practice and Enhance Client Services -
  Glenn G. Gutek
• Opening Remarks & Housekeeping
  • Purpose of the "Re-engineering" process
  • Provide important distinctions & awareness to help you move forward
  • Provide specific hints, tips & suggestions you can apply and benefit from immediately to obtain specific results
  • Discuss how Atticus helps attorneys gain control of their practice
• Lawyers' Expectations vs. the Realities of Law Practice
  (The Current State of the Legal Profession)
  • The current law firm model
  • Internal and external forces on the practice of law
  • Competitive forces in the legal marketplace
  • The past—a growth market for legal services
  • The present—1,000,000+ lawyers
  • The inadequacy of incremental change
  • The case for re-engineering the law firm
• Overview: the Necessary Building Blocks of Practice Success
  • The Cash Flow Quadrant
  • Results produced by a technician's practice (self-employed worker)
  • Results produced by a successful legal business
  • The practice provides freedom and supports personal life
  • The business operates smoothly and supports the attorney
  • Pro-active, organized approach to delivering service
  • Attorney is supported by trained, effective, and focused team
  • Clients continue to be taken care of even when attorney is not present
  • Attorney operates more in areas of highest expertise and value to the firm
  • Clients are served by various members of the firm team, not just the attorney
  • Income is generated by various members of the firm team, not just the attorney
  • Marketing is a normal, ongoing function and integrated into firm systems
  • Client intake is consistent over time
  • Quality level of clients is consistently high, "D" clients systematically and routinely screened out
  • Cash flow is consistent, sufficient, and projectable
  • Total revenues and attorney compensation increases
  • Firm has an intrinsic value as a "going concern" beyond attorney's hours
  • The missing skills: effective business management
  • Three distinctions between a practice and a successful legal business
  • Entrepreneur vs. technician
  • Systems vs. customs
  • The client-centered perspective
• Ethics and the Successful Legal Practice (ethics)
  • How a successful practice is directly connected to high-quality client care, high ethical standards, and risk management
  • The primary causes of ethical violations and malpractice problems
  • Money worries
  • No marketing skills—practicing "threshold law"
  • Lack of focus—trying to work in too many specialties
  • Taking/holding on to "Fish" cases
  • Chaotic, crisis-driven, disorganized practice
  • Sole-practitioner with no staff
  • The impact of sufficient income on Ethical standards
  • Can you build a successful practice based on high integrity and Ethical standards?
  • Integrity, relationship, and trust: the three keystones of successful marketing
  • Building a practice on personal relationships instead of advertising
  • Success emerges directly from integrity and trust, not advertising, solicitation, or manipulative techniques
• Key Steps to Professionalism: Effective Time and Practice Management
  • Creating a "Crisis-Free Zone" in your office for your client
• Action Steps to Begin the Reengineering Process
  • Set personal and professional goals
  • Become selective about client intake
  • Master your calendar
  • Increase marketing contacts to 3 per week
  • Remove one toleration per week
  • Enroll a co-conspirator in the re-engineering process
• Program Close
  • Closing remarks
  • Questions



What's Included in the Packages As part of AAJ Education's Convenience Learning offerings, this track is available on high-quality audio. These cutting-edge continuing legal education recordings are ideal for extended study in your office, home, or when traveling. Audio Package includes Audio CDs-For use in your car or portable CD Player CD-ROM of Reference Materials MP3 and iPod Audio files-To use on a computer or download to your iPod