How to Draft Bills Clients Rush to Pay, Second Edition |
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| Backed by their numerous years of combined experience, these two distinguished ABA authors show you how to prepare bills that enlighten and satisfy your clients-and inspire them to pay. This is a step-by-step guide on drafting and formatting invoices that clients will fully understand, find reasonable, and be more likely to pay-on time and without complaint. Samples of effective bills are provided throughout to use as templates. Topics also covered in the book include the importance of building the lawyer-client relationship, establishing fees, budgeting, keeping good records, and much more. |
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For the first time ever, noted law practice management authorities J. Harris Morgan and Jay Foonberg have joined forces to write this newly revised and expanded second edition of an ABA classic bestseller. Over the years, tens of thousands of lawyers have been inspired, entertained, and motivated by their insight, guidance, and instruction; now these two distinguished ABA authors share their secrets on client billing so you, too, can get paid without delay, hassle, or misunderstandings.
Don't spend one more day sending clients bills they feel are unfair or unjustified, risking unpaid invoices, loss of clients, and missed client referrals-a lose-lose situation. Instead, spend an hour or two with Morgan and Foonberg as they take you step by step through the process of building the client relationship, setting the appropriate fee agreement, and drafting the bill that will get you paid. You'll find, in plain language, a rational and workable approach to creating fee agreements and bills that satisfy your clients and motivate them to pay. Comparisons and samples of fee agreements and invoices are integrated throughout the text, along with a clear explanation of which methods work best-and why.
Nothing has a more dramatic and immediate impact on successful client relations and your bottom line as your approach to drafting bills. Motivated clients will pay their bills with a higher degree of reliability. Satisfied clients will help you to grow your practice. A quick read of this book will give you a lifetime of increased profits, better cash flow, and improved client satisfaction. Over the years, generations of lawyers have looked to Harris Morgan and Jay Foonberg for their advice and counsel; now you, too, can benefit from their wisdom-if you rush to buy this important book today!
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A quick look at what you will learn in How to Draft Bills Clients Rush to Pay, Second Edition:
Chapter 1: Building the Lawyer-Client Relationship
Why a written fee agreement is essential. A comparison of different bills-why a client will be motivated to pay one and not the other. How to estimate your time to estimate your fees. What you can and should do to set the stage for an honest, businesslike, and upfront relationship with your clients. When to discuss fees and your billing method. And why doing all those things helps you to get paid promptly.
Chapter 2: Preparing the Bill
If you use fee guidelines, make sure you develop them analytically-based on time spent, and weighted according to responsibilities by partner, associates, and nonlawyers. How you can make certain you are charging for all components of your legal work, including third-party services, inexperienced associates, electronic research, technology, and more.
Chapter 3: Communicating Value
How to draft your bills so they communicate your efforts and are visually presented in a way that makes your clients grateful for your services. How the right combination of paper choice, punctuation, and verbs can persuade your client. What you can do to eliminate any surprises in fee estimates. How to project honesty, legal ethics, competence, and fairness in your bills. Using your bill as a progress report and timing it effectively.
Chapter 4: Employing Other Techniques That Project Effort
The main benefits-and side benefits-of copying clients on critical documents. Why you must develop the discipline of keeping detailed timesheets-and how to do it. Improving your timekeeping skills to improve client satisfaction. How to use that timekeeping system to protect yourself, and details on a timekeeping system that works best for solos or small-firm lawyers.
Chapter 5: Putting the Commandments on Drafting Bills into Action
The "Five Commandments on Drafting Bills." A review of the words that convey action, effort, and results. A summary of the most effective techniques for drafting bills. How to handle questions, complaints, and problems-and some very interesting reasons why clients will return to you.
Chapter 6: Alternative Billing Arrangements
When and why to consider alternative billing arrangements. A look at the various methods of alternative billing and why alternative billing is here to stay.
Postscript by Jay G Foonberg and Fran Shellenberger
Tips on putting these billing techniques to work. How to respond to resistance from staff. When to include information on bills¿and when not to. Tips on notations, late payments, and using arbitration to avoid suing a client.
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