Attorney and Law Firm Guide to the Business of Law : Planning and Operating for Survival and Growth

by Poll, Edward

• ISBN13: 9781570739910
• ISBN10: 1570739919
• Edition: 2nd
• Format: Paperback
• Copyright: 2001-10-01
• Publisher: Natl Book Network

Summary

Shows lawyers how to manage their practices in a more business-like manner. It explains how to determine both personal and law firm goals.

Table of Contents

Dedication	xxiii
Foreword I	xxv
Foreword II	xxvii
Preface to the Second Edition	xxix
Preface to the First Edition	xxxi
Acknowledgments to the Second Edition	xxxiii
Acknowledgments to the First Edition	xxxv
About the Author	xxxvii
About the Contributors	xxxix
Part I: Creating the Business Plan	1	(30)
CHAPTER 1 Law Is a Business	3	(8)
§ 1.01 Introduction	3	(1)
§ 1.02 Law Is a Business	4	(1)
§ 1.03 The Three Competencies	5	(1)
§ 1.04 Marketing Competence	6	(1)
§ 1.05 Technical Competence	6	(1)
§ 1.06 Financial Competence	7	(1)
§ 1.07 Warning Signs	7	(1)
§ 1.08 Why Plan?	8	(2)
§ 1.09 Action Plan	10	(1)
CHAPTER 2 First Steps in Starting a New Practice: Initial Checklist	11	(8)
§ 2.01 Skills for Success	11	(1)
§ 2.02 Traits of the Entrepreneur	12	(2)
§ 2.03 Weaknesses of the Entrepreneur	14	(1)
§ 2.04 Initial Checklist	14	(1)
§ 2.05 Initial Checklist-Lateral Move	15	(1)
§ 2.06 Review Existing Partnership Agreement	15	(1)
§ 2.07 Know Your Financial Obligations	15	(1)
§ 2.08 Establish a Relationship with Your Bank and Banker	16	(1)
§ 2.09 Select an Accountant	16	(1)
§ 2.10 Establish a Relationship with an Insurance Broker	16	(1)
§ 2.11 Create a Business Pian	16	(1)
§ 2.12 Develop a Forms File	17	(1)
§ 2.13 Review and Select Technology	17	(1)
§ 2.14 Develop Your Client and Related Files List	17	(1)
§ 2.15 Develop Case File Numbering Scheme	17	(1)
§ 2.16 Determine Which Clients/Matters Will Go or Stay	17	(1)
§ 2.17 Draft Client Contact Letter	18	(1)
§ 2.18 Develop Retainer Agreement	18	(1)
§ 2.19 Prepare Letter to Colleagues in Firm	18	(1)
§ 2.20 Action Plan	18	(1)
CHAPTER 3 The Planning Process	19	(12)
§ 3.01 What Planning Is and Is Not	19	(1)
§ 3.02 The Basic Steps	20	(1)
§ 3.03 Prepare to Plan	21	(1)
§ 3.04 Identify Goals	21	(1)
§ 3.05 Create the Marketing Plan	21	(1)
§ 3.06 Create the Financial Plan	22	(1)
§ 3.07 Evaluate and Revise the Plan	22	(1)
§ 3.08 Who Plans?	22	(1)
§ 3.09 The Logistics of Planning	23	(1)
§ 3.10 Agreeing to Plan	24	(1)
§ 3.11 Gathering the Relevant Information	24	(1)
§ 3.12 Firm Financial Information	24	(1)
§ 3.13 General Marketing Information	25	(1)
§ 3.14 Action Plan	25	(6)
Part II: Setting Goals	31	(8)
CHAPTER 4 Setting Goals	33	(6)
§ 4.01 Identifying Personal Goals	34	(1)
§ 4.02 Identifying Law Firm Goals	35	(3)
§ 4.03 Action Plan	38	(1)
Part III: Marketing Paradigms	39	(106)
CHAPTER 5 Creating the Marketing Plan	41	(16)
§ 5.01 Introduction	41	(1)
§ 5.02 Components of a Marketing Plan	42	(1)
§ 5.03 What Is Our Current Situation?	42	(1)
§ 5.04 What Are We Trying to Accomplish?	43	(2)
§ 5.05 Who Is Our Target Customer, or Client?	45	(1)
§ 5.06 What Is Our Strategy for Reaching Our Target Audience?	45	(4)
§ 5.07 How Much Time, Staff, and Money Will Be Required?	49	(2)
§ 5.08 How Will We Know if We Are Successful?	51	(1)
§ 5.09 More Thoughts about Marketing	51	(1)
§ 5.10 Holding On to Existing Clients	52	(1)
§ 5.11 What Clients Want	52	(1)
§ 5.12 Differentiation	53	(1)
§ 5.13 Handling Complaints	53	(1)
§ 5.14 Action Plan	54	(3)
CHAPTER 6 A Solo and Small-Firm Practitioner's Marketing Renaissance	57	(6)
§ 6.01 Introduction	57	(1)
§ 6.02 Step 1: Five Cards and Three Feet	58	(1)
§ 6.03 Step 2: Finding Opportunity and Pushing It into the Pipeline	59	(1)
§ 6.04 Step 3: Bringing That Opportunity to Closure	60	(1)
§ 6.05 Follow-up, Follow-up, Follow-up	61	(1)
§ 6.06 Discipline Yourself	62	(1)
§ 6.07 Action Plan	62	(1)
CHAPTER 7 Using Business Cards, Stationery, and Print Media to Support Rainmaking Goals	63	(10)
§ 7.01 Introduction	63	(1)
§ 7.02 Maximize the Value of Your Letterhead	64	(1)
§ 7.03 Plain Paper	64	(1)
§ 7.04 Other Basic Items You May Need	65	(1)
§ 7.05 Large Mailing Envelopes and Mailing Labels	65	(1)
§ 7.06 Firm Announcements	66	(1)
§ 7.07 Announcement Content	67	(1)
§ 7.08 Establishing Your Firm Image	68	(1)
§ 7.09 Graphics issues	69	(1)
§ 7.10 Firm Brochures, Seminar and Direct-Mail Printing	69	(1)
§ 7.11 Law Firm Brochures	69	(2)
§ 7.12 Action Plan	71	(2)
CHAPTER 8 It's the Client, Stupid: How to Avoid Marketing Malpractice with Key Clients	73	(10)
§ 8.01 Introduction	73	(1)
§ 8.02 Why Firms Lose Clients	74	(2)
§ 8.03 How to Analyze Key Client Relationships	76	(1)
§ 8.04 Who Are These Client Relationship Managers, and How Are They Selected?	76	(1)
§ 8.05 Role of the Client Relationship Manager	76	(1)
§ 8.06 Selecting Team Members for the Client-Focused Teams	77	(1)
§ 8.07 The Role of the Client-Focused Team Members	78	(1)
§ 8.08 Who Else Is Doing This Client-Focused Teams Thing?	79	(1)
§ 8.09 How to Get Started	80	(1)
§ 8.10 Action Plan	81	(2)
CHAPTER 9 Twenty Questions You Should Ask Current and Prospective Clients	83	(10)
§ 9.01 Introduction	83	(2)
§ 9.02 Basic Rules for Client Meetings	85	(1)
§ 9.03 Questions for the Business Client	85	(1)
§ 9.04 What do you want your organization to look like in one year, two years, or five years?	85	(1)
§ 9.05 Do your plans involve new offices or plants in new locations?	86	(1)
§ 9.06 Will you be developing important new products or services, or making major changes in your offerings?	86	(1)
§ 9.07 What kind of research and development do you see as necessary for you to meet your strategic objectives?	86	(1)
§ 9.08 Could you profile your typical customer?	87	(1)
§ 9.09 What are your employee relations concerns?	87	(1)
§ 9.10 Who are your main competitors?	87	(1)
§ 9.11 What has the financial climate been like for your business?	87	(1)
§ 9.12 How are you organized, what does your organization chart look like, and who are the key executives?	88	(1)
§ 9.13 How are decisions made, and who are the decision makers?	88	(1)
§ 9.14 What is the leadership style here?	88	(1)
§ 9.15 Is there a legal department, and how is it organized?	88	(1)
§ 9.16 What do you see outside counsel accomplishing for you or your organization?	89	(1)
§ 9.17 Are there any recent uncertainties affecting your business, or changes of any sort that have particularly concerned you in the last few months or so?	89	(1)
§ 9.18 What sort of legal services are you currently using, and do you expect that to change?	89	(1)
§ 9.19 What dissatisfies you about the level of legal services you have been getting?	90	(1)
§ 9.20 How much detail do you like to get from your lawyers?	90	(1)
§ 9.21 How do you perceive our firm in particular?	90	(1)
§ 9.22 What criteria do you use in selecting lawyers?	90	(1)
§ 9.23 How does your budgeting for legal services compare to what you spend on other resources?	91	(1)
§ 9.24 Action Plan	91	(2)
CHAPTER 10 Listening to Clients	93	(12)
§ 10.01 Introduction	93	(1)
§ 10.02 Responding Creatively to the Market-Driven Reality	94	(1)
§ 10.03 The Client-Satisfaction Survey	94	(1)
§ 10.04 Survey Types	95	(1)
§ 10.05 Written survey	95	(3)
§ 10.06 Telephone survey	98	(1)
§ 10.07 In-person interview	98	(1)
§ 10.08 Learning How to Listen	99	(1)
§ 10.09 Active Listening	100	(1)
§ 10.10 Gender Listening	100	(1)
§ 10.11 Nonverbal Communication	100	(1)
§ 10.12 Asking More Effective Questions	101	(1)
§ 10.13 Presentation Skills	102	(1)
§ 10.14 It Pays to Ask Questions	102	(2)
§ 10.15 Action Plan	104	(1)
CHAPTER 11 Branding	105	(10)
§ 11.01 Branding at a Hypothetical Law Firm	106	(1)
§ 11.02 Setting the Stage	107	(1)
§ 11.03 Defining Branding for Law Firms	108	(1)
§ 11.04 Lawyer Time and Activities	108	(1)
§ 11.05 Negative Fallout	109	(2)
§ 11.06 Managing Marketing Costs and Initiatives	111	(1)
§ 11.07 Firm Leadership	112	(1)
§ 11.08 The Strategic Marketing Plan	112	(1)
§ 11.09 Why Brand?	113	(1)
§ 11.10 Action Plan	113	(2)
CHAPTER 12 Rules for Improving Your Client Relations	115	(6)
§ 12.01 Believe That the Client is Number One	116	(1)
§ 12.02 Return Phone Calls	116	(1)
§ 12.03 Make Sure That Your Staff Members Know the Names of Your Clients	117	(1)
§ 12.04 Communicate Regularly with Your Clients	117	(1)
§ 12.05 Make the Client Feel Like Part of the Team	117
§ 12.06 Visit the Client	115	(3)
§ 12.07 Advise Your Clients about Significant Law Changes	118	(1)
§ 12.08 Ask the Client for Feedback	119	(1)
§ 12.09 Be Realistic in Forecasting Your Work	119	(1)
§ 12.10 Action Plan	120	(1)
CHAPTER 13 More Marketing Basics-Preparing for Marketing on the Internet	121	(6)
§ 13.01 Marketing Defined	121	(2)
§ 13.02 Market Segmentation and Niches	123	(1)
§ 13.03 The Service (Product) Mix	124	(1)
§ 13.04 Price	125	(1)
§ 13.05 Promotion	125	(1)
§ 13.06 Distribution	125	(1)
§ 13.07 Action Plan	126	(1)
CHAPTER 14 Using the Internet to Market Your Legal Services	127	(18)
§ 14.01 Introduction	127	(2)
§ 14.02 The Law Firm Web Site	129	(1)
§ 14.03 Brochure-Ware Web Sites	129	(3)
§ 14.04 Information-Huh Web Sites	132	(1)
§ 14.05 Web Sites for Conducting Private Communication	133	(1)
§ 14.06 Designing and Maintaining the Firm's Web Site 134
§ 14.07 Step 1: Determine the Marketing Purpose of the Web Site	134	(1)
§ 14.08 Step 2: Design the Layout and Content	134	(4)
§ 14.09 Step 3: Make the Web Site Available to the Masses	138	(1)
§ 14.10 Step 4: Maintain the Web Site	138	(1)
§ 14.11 Electronic Mailing Lists	139	(1)
§ 14.12 Listservs and Newsgroups	140	(2)
§ 14.13 Internet Communities	142	(1)
§ 14.14 Action Plan	143	(2)
Part IV: Financial Management	145	(114)
CHAPTER 15 Creating the Financial Plan	147	(30)
§ 15.01 Introduction	147	(2)
§ 15.02 Key Financial Terms	149	(1)
§ 15.03 Introduction to Cash Flow	150	(1)
§ 15.04 Creating the Collected Revenue Cash Flow Form	151	(7)
§ 15.05 Creating the Paid Expenses Cash Flow Form	158	(11)
§ 15.06 Creating the Summary Cash Flow Form	169	(5)
§ 15.07 Congratulations!	174	(1)
§ 15.08 Action Plan	175	(2)
CHAPTER 16 Methods of Determining Revenue	177	(8)
§ 16.01 Introduction	177	(1)
§ 16.02 Revenue Pattern Analysis	178	(1)
§ 16.03 Turnover Ratio	179	(1)
§ 16.04 Aging Analysis	180	(3)
§ 16.05 Payment Pattern Analysis	183	(1)
§ 16.06 Action Plan	184	(1)
CHAPTER 17 Pricing Legal Services	185	(14)
§ 17.01 Cost-Plus Pricing	186	(2)
§ 17.02 Market Pricing	188	(1)
§ 17.03 Cost Disbursements as an Element of Pricing	189	(1)
§ 17.04 Alternative Pricing Methods	190	(1)
§ 17.05 Hourly Rate	190	(1)
§ 17.06 Blended Hourly Rate	191	(1)
§ 17.07 Fixed or Flat Fee	191	(1)
§ 17.08 Value Pricing	191	(1)
§ 17.09 Contingent or Percentage Fee	192	(1)
§ 17.10 Premium Pricing	193	(1)
§ 17.11 Retainer	193	(1)
§ 17.12 The Use of Nonlawyers	194	(1)
§ 17.13 Price Sensitivity and Raising Rates	195	(1)
§ 17.14 Action Plan	196	(3)
CHAPTER 18 The Billing Process	199	(8)
§ 18.01 Introduction	199	(1)
§ 18.02 Clients and the Billing Process	200	(1)
§ 18.03 Who Should Do the Billing?	200	(1)
§ 18.04 What Should Bills Look Like and Contain?	201	(3)
§ 18.05 When Should the Bills Be Prepared?	204	(1)
§ 18.06 When Should the Bills Be Sent?	205	(1)
§ 18.07 Responses from Clients	205	(1)
§ 18.08 Action Plan	205	(2)
CHAPTER 19 Credit and Collections	207	(8)
§ 19.01 Giving Credit Where It Is Due	208	(1)
§ 19.02 Setting Your Credit Policy	208	(1)
§ 19.03 Approve Clients	208	(1)
§ 19.04 Determine Credit Limits	208	(1)
§ 19.05 Set Interest Rates	209	(1)
§ 19.06 Collecting Your Money	209	(1)
§ 19.07 Steps to Increasing Your Collections	210	(1)
§ 19.08 Communicating	211	(1)
§ 19.09 "Dial-and-Smile"	212	(1)
§ 19.10 Plan for Payment	213	(1)
§ 19.11 Retainers	214	(1)
§ 19.12 Prepare the Client	215	(1)
§ 19.13 The Billing Cycle	216	(1)
§ 19.14 Time Your Statements	217	(1)
§ 19.15 Last Resorts	218	(1)
§ 19.16 Action Plan	219
CHAPTER 20 Banks and Loans	215	(10)
§ 20.01 Financial Needs	215	(2)
§ 20.02 What About a Loan?	217	(1)
§ 20.03 Types of Loans	218	(1)
§ 20.04 Selecting a Banker	218	(2)
§ 20.05 Getting to Know the Banker	220	(1)
§ 20.06 Understanding the Bank's Loan Requirements	221	(1)
§ 20.07 Documents the Bank Wants to See	222	(1)
§ 20.08 Additional Information to Discuss with the Bank	223	(1)
§ 20.09 Action Plan	224	(1)
CHAPTER 21 Equipment Lease Financing	225	(10)
§ 21.01 Introduction	225	(1)
§ 21.02 Leasing Is Flexible and Practical	226	(1)
§ 21.03 Leasing Is Cost-Effective	226	(1)
§ 21.04 Leasing Has Tax Advantages	227	(1)
§ 21.05 Leasing Helps Conserve Your Operating Capital	227	(1)
§ 21.06 Other Leasing Considerations	227	(1)
§ 21.07 Types of Leases	227	(1)
§ 21.08 Property Taxes	228	(1)
§ 21.09 Insurance	228	(1)
§ 21.10 Approval Decisions	229	(1)
§ 21.11 Personal Guarantee	229	(1)
§ 21.12 Rentals	229	(1)
§ 21.13 Lease Rates	230	(1)
§ 21.14 Use Taxes	230	(1)
§ 21.15 Warranties	230	(1)
§ 21.16 Soft Costs	230	(1)
§ 21.17 Maintenance Contracts	231	(1)
§ 21.18 Leasing and Rapid Changes in Technology	231	(1)
§ 21.19 Early Buyouts and the Rule of 78's	232	(1)
§ 21.20 Action Plan	233	(2)
CHAPTER 22 Risk Management for Lawyers	235	(4)
§ 22.01 Property and General Liability Insurance	236	(1)
§ 22.02 Business Auto	236	(1)
§ 22.03 Fidelity and Employee Sabotage	236	(1)
§ 22.04 Business Interruption	236	(1)
§ 22.05 Workers' Compensation	236	(1)
§ 22.06 Umbrella	236	(1)
§ 22.07 Life Insurance	236	(1)
§ 22.08 Disability Insurance	237	(1)
§ 22.09 Health Insurance	237	(1)
§ 22.10 Errors & Omissions Insurance	237	(1)
§ 22.11 Employment Practices Liability Insurance	237	(1)
§ 22.12 Personal Auto Insurance	238	(1)
§ 22.13 Employee Benefits	238	(1)
§ 22.14 Need vs. Cost	238	(1)
§ 22.15 Action Plan	238	(1)
CHAPTER 23 Financial Management	239	(8)
§ 23.01 Tips for Improved Financial Success	239	(1)
§ 23.02 Financial Software	239	(1)
§ 23.03 Billing Strategies	240	(1)
§ 23.04 Accounts Receivable	241	(1)
§ 23.05 Banking Strategies	241	(3)
§ 23.06 Office Services	244	(1)
§ 23.07 Other Considerations	245	(1)
§ 23.08 Action Plan	246	(1)
CHAPTER 24 Playing the Slow Economy Game	247	(4)
§ 24.01 Temporary Slowdown	248	(1)
§ 24.02 Downsizing	248	(1)
§ 24.03 Demerger	249	(1)
§ 24.04 Liquidation	249	(1)
§ 24.05 Action Plan	249	(2)
CHAPTER 25 Client Trust Accounting the Easy Way-with QuickBooks	251	(8)
§ 25.01 Introduction	251	(1)
§ 25.02 Rule of Five	252	(1)
§ 25.03 A Word of Caution	252	(1)
§ 25.04 Accounting Theory	253	(1)
§ 25.05 Quickbooks for Windows	253	(1)
§ 25.06 Summary of Tasks	254	(1)
§ 25.07 Receiving Funds	254	(1)
§ 25.08 Disbursing Funds	254	(1)
§ 25.09 Reports	255	(2)
§ 25.10 Action Plan	257	(2)
Part V: Working in the Law Practice	259	(112)
CHAPTER 26 The Right Way to Hire	261	(4)
§ 26.01 Identifying Job Requirements	261	(1)
§ 26.02 Setting Up a Screening Funnel	262	(1)
§ 26.03 Using Interviews	262	(2)
§ 26.04 Action Plan	264	(1)
CHAPTER 27 Hire Is Not a Four-Letter Word	265	(16)
§ 27.01 The Lone Ranger Syndrome	265	(1)
§ 27.02 Determining Your Staffing Needs	266	(1)
§ 27.03 Identifying Skill-Based Production Needs	266	(2)
§ 27.04 Legal Secretary	268	(1)
§ 27.05 Paralegal (certificated)	268	(1)
§ 27.06 Legal Assistant (not certificated)	269	(1)
§ 27.07 Legal Secretary	270	(1)
§ 27.08 Paralegal	270	(1)
§ 27.09 Legal Assistant	270	(1)
§ 27.10 How to Select and Define the Position	270	(2)
§ 27.11 Looking at Your Practice Production Needs	272	(1)
§ 27.12 Finding and Choosing the Ideal Employee	272	(3)
§ 27.13 Conducting the Interview-Do's and Don'ts	275	(3)
§ 27.14 Motivating Employees	278	(1)
§ 27.15 Workplace Wonders-Food for Thought	278	(1)
§ 27.16 Action Plan	279	(2)
CHAPTER 28 The Law Office as Equal Opportunity Employer: Rights, Risks, and Responsibilities	281	(44)
§ 28.01 Introduction	281	(1)
§ 28.02 The Foundation of Equal Employment Opportunities	282	(1)
§ 28.03 "Intentional" Discrimination/Disparate Treatment	282	(1)
§ 28.04 Adverse Impact	283	(1)
§ 28.05 Perpetuating the Effects of Past Discriminatory Policies and Practices	283	(1)
§ 28.06 Harassment or Hostile Work Environments	283	(1)
§ 28.07 Retaliation/Reprisals/Intimidation	284	(1)
§ 28.08 Bona Fide Occupational Qualification	284	(1)
§ 28.09 Business Necessity	284	(1)
§ 28.10 Undue Hardship	284	(1)
§ 28.11 The Legal Framework	284	(1)
§ 28.12 Title VII of the Civil Rights Act of 1964	285	(1)
§ 28.13 Sex Discrimination	285	(1)
§ 28.14 Race/Color Discrimination	286	(1)
§ 28.15 Religious Discrimination	286	(1)
§ 28.16 National Origin Discrimination	287	(1)
§ 28.17 Age Discrimination in Employment Act of 1967	288	(1)
§ 28.18 Age Discrimination	288	(1)
§ 28.19 Older Workers' Benefit Protection Act of 1990	289	(1)
§ 28.20 1990 Americans with Disabilities Act	289	(1)
§ 28.21 Family and Medical Leave Act	290	(1)
§ 28.22 Pre-employment Selection	291	(1)
§ 28.23 Areas of Prohibited Discrimination	291	(17)
§ 28.24 Recruitment and Advertising	308	(1)
§ 28.25 The Personal Interview	309	(1)
§ 28.26 The Importance of Job Descriptions for Law Office Positions	309	(6)
§ 28.27 Sex Discrimination	315	(1)
§ 28.28 Job acquisition	316	(1)
§ 28.29 Job placement and benefits	316	(1)
§ 28.30 Age Discrimination	317	(1)
§ 28.31 Overt age discrimination in hiring	317	(1)
§ 28.32 Objective, consistent job-related decisions	318	(1)
§ 28.33 Discharge or discipline for "good cause"	318	(1)
§ 28.34 Religious Discrimination	318	(1)
§ 28.35 Reasonable accommodation for religious practices	318	(1)
§ 28.36 1990 Americans with Disabilities Act (ADA)	319	(1)
§ 28.37 Overview	319	(1)
§ 28.38 What is a covered disability?	319	(1)
§ 28.39 Who is a "qualified individual"?	320	(1)
§ 28.40 What is unlawful discrimination?	321	(1)
§ 28.41 What is "reasonable accommodation"?	322	(1)
§ 28.42 Placement	323	(1)
§ 28.43 Types of job placement covered by the ADA	323	(1)
§ 28.44 Areas of prohibited discrimination in placing new and existing employees	324	(1)
§ 28.45 Action Plan	324	(1)
CHAPTER 29 Conducting Effective Performance Appraisals in a Law Office Setting	325	(8)
§ 29.01 Setting Objective Performance Standards	326	(1)
§ 29.02 Standards-Based Appraisals	326	(2)
§ 29.03 Specific Performance Appraisal Considerations	328	(1)
§ 29.04 The Appraisal Process	328	(2)
§ 29.05 Conducting a Performance Appraisal Conference	330	(1)
§ 29.06 Action Plan	331	(2)
CHAPTER 30 Preventing Workplace Harassment and Retaliation in the Law Office	333	(20)
§ 30.01 Introduction	333	(2)
§ 30.02 What Is Sexual Harassment?	335	(1)
§ 30.03 Forms of Behavior Constituting Sexual Harassment	336	(1)
§ 30.04 When Conduct Is Not Unlawful Sexual Harassment	337	(1)
§ 30.05 Myths and Facts about Workplace Harassment	337	(1)
§ 30.06 High-Tech Sexual Harassment and Abuses of Electronic Messaging	338	(2)
§ 30.07 Unwelcome E-mail Messages	340	(1)
§ 30.08 Myths about Explosive E-mail	341	(1)
§ 30.09 Develop an E-mail Monitoring Policy	342	(1)
§ 30.10 Enforcing the E-mail Monitoring Policy	343	(1)
§ 30.11 Reasons for Monitoring Employee E-mail	344	(1)
§ 30.12 Limits on Employees' Privacy	345	(1)
§ 30.13 Retaliation as a Separate Form of Discrimination	346	(1)
§ 30.14 Who Is Protected?	346	(1)
§ 30.15 What Law Firms Should Be Concerned About	347	(1)
§ 30.16 Responsibilities of Supervisors	347	(2)
§ 30.17 Developing Enforceable-and Defensible Policies	349	(1)
§ 30.18 Clear and Effective Reporting Procedures	349	(1)
§ 30.19 Effective Training to Avoid Other Liabilities	350	(1)
§ 30.20 Training Considerations	351	(1)
§ 30.21 Action Plan	352	(1)
CHAPTER 31 Managing and Staffing for High-Quality Litigation Support	353	(14)
§ 31.01 Automated Litigation Support	353	(1)
§ 31.02 Profit Center Capabilities	354	(1)
§ 31.03 Adjunct Client Services	355	(1)
§ 31.04 Practice Development Opportunities	355	(1)
§ 31.05 Paralegal Career Advancement	356	(1)
§ 31.06 Design the Appropriate Structure for the Firm's Litigation Support Systems	357	(1)
§ 31.07 The Single Paralegal Workstation	357	(1)
§ 31.08 Preparing Indices	358	(1)
§ 31.09 Managing Document Production	358	(1)
§ 31.10 Managing Discovery Responses	358	(1)
§ 31.11 Constructing Chronologies	359	(1)
§ 31.12 Compiling Trial Notebooks	360	(1)
§ 31.13 Developing Graphic Presentations	360	(1)
§ 31.14 Spreadsheet Analysis/Budgeting/Damage Calculations	360	(1)
§ 31.15 Single Case or Special Project	360	(1)
§ 31.16 Staffing	361	(1)
§ 31.17 Internal Litigation Support Units	361	(2)
§ 31.18 Set Database Output Objectives	363	(1)
§ 31.19 Coding and Quality Control Work	363	(1)
§ 31.20 Supplemental Coding for Trial Support	364	(1)
§ 31.21 Action Plan	365	(2)
CHAPTER 32 Should You Hire an Executive Director?	367	(4)
§ 32.01 The Executive Director's Job	368	(1)
§ 32.02 A Profit Center for the Firm	368	(1)
§ 32.03 Measuring Benefits	369	(1)
§ 32.04 Action Plan	369	(2)
Part VI: Technology	371	(66)
CHAPTER 33 The Management of Information and Library Materials	373	(8)
§ 33.01 Knowledge Management/Sharing	373	(2)
§ 33.02 Information and Technology in the Firm	375	(2)
§ 33.03 Managing the Transition: Building an Information Infrastructure	377	(1)
§ 33.04 Purchasing and Accessing Digital Collections	378	(1)
§ 33.05 The Future	379	(1)
§ 33.06 Action Plan	379	(2)
CHAPTER 34 Technology for Lawyers	381	(32)
§ 34.01 Essential Information Technology Purchasing Considerations	382	(1)
§ 34.02 Budget Limitations	382	(1)
§ 34.03 Sharing Work Product	383	(1)
§ 34.04 Present and Future Staff Considerations	383	(1)
§ 34.05 Software Applications	384	(1)
§ 34.06 Legal Applications Software	384	(2)
§ 34.07 Word Processing	386	(1)
§ 34.08 Other Programs	387	(2)
§ 34.09 Hardware	389	(1)
§ 34.10 Hardware Purchasing Considerations	389	(1)
§ 34.11 Mail order or local retailer?	389	(1)
§ 34.12 New or refurbished?	390	(1)
§ 34.13 OEM or plain wrap?	390	(1)
§ 34.14 Custom-made or generic systems?	391	(1)
§ 34.15 Buy new or upgrade?	391	(1)
§ 34.16 Other considerations	392	(1)
§ 34.17 System Components	392	(2)
§ 34.18 Hard Drives	394	(1)
§ 34.19 Types of hard drives	394	(1)
§ 34.20 Industry customs	395	(1)
§ 34.21 Removable and Backup Drives	395	(1)
§ 34.22 Modems	396	(1)
§ 34.23 System Case	397	(1)
§ 34.24 Keyboards and Mice	397	(1)
§ 34.25 Monitors	398	(1)
§ 34.26 Printers	398	(1)
§ 34.27 CD-ROM and DVD	399	(1)
§ 34.28 Operating Systems and Utilities	399	(1)
§ 34.29 Operating Systems	399	(1)
§ 34.30 Microsoft	400	(1)
§ 34.31 Others	401	(1)
§ 34.32 Utilities	401	(1)
§ 34.33 Networks	402	(1)
§ 34.34 Types of LANs	403	(1)
§ 34.35 Client/server	403	(1)
§ 34.36 Peer-to-peer	404	(1)
§ 34.37 Network OSs (NOSs)	404	(1)
§ 34.38 Intranets	405	(1)
§ 34.39 Internet Connectivity	405	(3000)
§ 34.40 Why the Internet Is Mandatory for Lawyers	3405
§ 34.41 Lawyer-Specific Content on the Web	406	(1)
§ 34.42 Usenet newsgroups	406	(1)
§ 34.43 Listservs	407	(1)
§ 34.44 Push/pull sites	407	(1)
§ 34.45 Components: The Physical Connection	407	(1)
§ 34.46 Analog	407	(1)
§ 34.47 Digital	408	(1)
§ 34.48 What Is an Internet Service Provider?	408	(2)
§ 34.49 Finding a list of ISPs	410	(1)
§ 34.50 Software	410	(1)
§ 34.51 Using the Internet to Promote Your Practice	411	(1)
§ 34.52 Action Plan	411	(2)
CHAPTER 35 Intranets and Extranets	413	(24)
§ 35.01 Introduction	413	(3)
§ 35.02 What Are Intranets and Extranets, and Why Should They Be Used?	416	(1)
§ 35.03 Intranets and Extranets Defined	416	(1)
§ 35.04 What Can Intranets Do?	417	(1)
§ 35.05 First-Generation Intranets: A Publication Source for Static Information	417	(2)
§ 35.06 Second-Generation Intranets: Obtaining Information Through Web-Based Forms	419	(1)
§ 35.07 Third-Generation Intranets: Tools for Dialogue and Collaboration	420	(1)
§ 35.08 Virtual conference rooms	421	(2)
§ 35.09 Real-time chat rooms	423	(2)
§ 35.10 Real-time conferencing 423
§ 35.11 Document Management Systems: Where They Fit In	425	(1)
§ 35.12 Intranets Versus E-mail: Why Have Both?	426	(2)
§ 35.13 Extranets: Virtual Forums for Communicating with People Outside the Firm	428	(2)
§ 35.14 Putting It All Together: How to Obtain Your Own Intranet/Extranet Solution	430	(1)
§ 35.15 Determine What Your Firm Wants and Needs Your System to Do	430	(1)
§ 35.16 The Key Decision: Outsourcing Your intranet/Extranet vs. Building Your Own	431	(2)
§ 35.17 Creating a Common Vision for Your Intranet/Extranet: How to Get Your Lawyers to Enroll	433	(2)
§ 35.18 Action Plan	435	(2)
Part VII: Operating Your Law Practice	437	(36)
CHAPTER 36 A Checklist for Opening or Moving Your Law Firm	439	(24)
§ 36.01 The Decision to Move	439	(1)
§ 36.02 Establish a Time Line	440	(1)
§ 36.03 Locate New Space	440	(10)
§ 36.04 Negotiate for New Space	450	(1)
§ 36.05 Set Move Date	450	(1)
§ 36.06 Negotiate with a Moving Company	451	(1)
§ 36.07 Develop a Moving Budget	451	(1)
§ 36.08 New Space Planning	452	(1)
§ 36.09 Plan New Space Improvements	452	(1)
§ 36.10 Determine What Is to Be Moved (and/or Eliminated)	452	(1)
§ 36.11 Establish What Goes Where	452	(1)
§ 36.12 Coordinate Tenant Improvements with New Landlord	452	(1)
§ 36.13 Location of Telephone, Electrical, and Computer Hookups	452	(1)
§ 36.14 Survey Lawyers/Staff for Input on the Tenant Improvements	453	(1)
§ 36.15 Preliminary Planning	453	(1)
§ 36.16 Create Time Line	453	(1)
§ 36.17 Post Time Line on Large Bulletin Board	453	(1)
§ 36.18 Establish a Move Manual	453	(1)
§ 36.19 Prepare Moving Specs	453	(2)
§ 36.20 Solicit Moving Bids and Negotiate	455	(1)
§ 36.21 Lead Time for Ordering Furniture, Equipment, and Supplies	455	(1)
§ 36.22 Printed Firm Materials	455	(1)
§ 36.23 Notify Utilities	455	(1)
§ 36.24 Other Notifications	455	(1)
§ 36.25 Acknowledgments	456	(1)
§ 36.26 Pre-move Planning	456	(1)
§ 36.27 Pre-move Inspection of New Space	456	(1)
§ 36.28 Schedule Computer/Network Move	456	(1)
§ 36.29 Telephone Installation	456	(1)
§ 36.30 Notify Telephone Company	457	(1)
§ 36.31 Set Up Tagging/Labeling Plan	457	(1)
§ 36.32 Order Packing Supplies	457	(1)
§ 36.33 Vacations and Personal Days	457	(1)
§ 36.34 Schedule an All-Hands Space Visit	457	(1)
§ 36.35 Assignment of New Parking Cards and Building Passes	458	(1)
§ 36.36 The Move	458	(1)
§ 36.37 Publish the Moving Schedule	458	(1)
§ 36.38 Appoint Move Coordinators	458	(1)
§ 36.39 Post Color-Coded Floor Plans	458	(1)
§ 36.40 Pre-move Meeting	458	(1)
§ 36.41 Schedule Technicians/Maintenance Staff	458	(1)
§ 36.42 Security	459	(1)
§ 36.43 After the Move	459	(1)
§ 36.44 Clean Up Old Space	459	(1)
§ 36.45 Inspect Old Space with Landlord	459	(1)
§ 36.46 Certification and Release of Old Space	459	(1)
§ 36.47 Public Relations	459	(1)
§ 36.48 Publish Move Bulletin for Lawyers and Staff	459	(1)
§ 36.49 Notify Clients of Move and How to Reach the Firm	460	(1)
§ 36.50 Notify Insurance Agent/Broker	460	(1)
§ 36.51 Notify All Vendors	460	(1)
§ 36.52 Bar Association and Law Schools	460	(1)
§ 36.53 Local Media: News, Business, and Legal	461	(1)
§ 36.54 Action Plan	461	(2)
CHAPTER 37 The Organized Professional	463	(8)
§ 37.01 Step One: Unclutter Your Office	464	(1)
§ 37.02 Step Two: Set Up a "43" System	465	(1)
§ 37.03 Step Three: U-Shaped Office Layout	465	(1)
§ 37.04 Step Four: Daily Planning	466	(1)
§ 37.05 Step Five: PWT	467	(1)
§ 37.06 Step Six: Weekly To-Do List	467	(1)
§ 37.07 Step Seven: Interruptions Management	467	(1)
§ 37.08 Step Eight: Numerical Time Frames for Requests	468	(1)
§ 37.09 Step Nine: Efficient Group Meetings	469	(1)
§ 37.10 Step Ten: One-to-One Briefings	469	(1)
§ 37.11 Action Plan	470	(1)
CHAPTER 38 Final Thoughts on Planning	471	(2)
§ 38.01 Executing Your Plan for the First Time	471	(1)
§ 38.02 A Final Word About Planning	472	(1)
Part VIII: Case Studies	473	(24)
CHAPTER 39 Case Study: Starting a Family Law Practice	475	(14)
§ 39.01 The Issues	475	(2)
§ 39.02 The Advice	477	(1)
§ 39.03 Do You Really Want Your Own Firm?	477	(1)
§ 39.04 Profiling the Desired Practice	477	(2)
§ 39.05 Selecting the Location of the Practice	479	(2)
§ 39.06 Staff and Equipment Considerations	481	(1)
§ 39.07 Promoting the New Practice	482	(1)
§ 39.08 Networking Referral Sources	482	(1)
§ 39.09 Announcements and Other Mail Pieces	482	(1)
§ 39.10 The Public Presence	483	(1)
§ 39.11 Paid Advertising	483	(1)
§ 39.12 Use of Promotion Specialists	483	(1)
§ 39.13 Expansion from Solo Practice to Partnership	483	(1)
§ 39.14 Implementation	484	(1)
§ 39.15 Profiling My Firm	484	(1)
§ 39.16 Selecting My Office	485	(1)
§ 39.17 Staffing and Equipping My Office	485	(1)
§ 39.18 Outlining a Business Plan	486	(1)
§ 39.19 Addressing the Opportunity to Grow	486	(2)
§ 39.20 Where I Am Today	488	(1)
CHAPTER 40 Case Study: Opening a Home-Based Practice	489	(8)
Glossary:	497	(8)
Appendices	505
Appendix A: Cash Flow Projection Forms	505	(4)
Appendix B: Monthly Accounts Receivable Aging Analysis	509	(4)
Appendix C: Profit & Loss Statement	513	(2)
Appendix D: Budget Recap Revenue and Expense Forms	515	(4)
Appendix E: General Ledger Information	519	(4)
Appendix F: Payment Pattern Analysis	523	(6)
Appendix G: Firm Information Infrastructure-Firm and Library/Information Industry Challenges, Goals, Objectives	529	(6)
Appendix H: Purchasing Law Library Materials-Considerations for Purchasing Law Library Materials	535	(8)
Appendix I: Purchasing Law Library Materials-Comparison of Publication Formats	543	(6)
Appendix J: Purchasing Law Library Materials-Comparisons Between Formats of Law Library Titles	549