Attorney and Law Firm Guide to the Business of Law

Edward Poll, of Venice, California, has a law degree from UCLA and an M.B.A. from USC. He practiced law for 25 years and was chief operating officer for a law firm in Los Angeles. Since 1990, he has been principal of LawBiz Management.

Foreword ... xxiPreface ... xxiiiAcknowledgments... xxvAbout the Author...xxviiAbout the Contributors ... xxixPart I: Creating the Business Plan 1Chapter 1Law Is a Business... 3 1.01 Law Is a Business ... 5 1.02 The Three Competencies ... 6 1.02.1 Marketing Competence ... 6 1.02.2 Technical Competence ... 6 1.02.3 Financial Competence ... 7 1.03 Warning Signs ... 7 1.04 Why Plan? ... 8 1.05 Action Plan... 10Chapter 2First Steps in Starting a New Practice: Initial Checklist ... 11 2.01 Skills for Success ... 12 2.01.1 Strengths of the Entrepreneur ... 12 2.01.2 Weaknesses of the Entrepreneur... 14 2.02 Initial Checklist: Starting a New Practice ... 14 2.03 Initial Checklist: Making a Lateral Move ... 15 2.03.1 Make a Considered Decision... 15 2.03.2 Review the Existing Partnership Agreement ... 16 2.03.3 Know Your Financial Obligations... 16v 2.03.4 Establish a Relationship with Your Bank and Banker... 16 2.03.5 Select an Accountant... 16 2.03.6 Establish a Relationship with an Insurance Broker ... 17 2.03.7 Create a Business Plan ... 17 2.03.8 Develop a Forms File ... 17 2.03.9 Review and Select Technology ... 17 2.03.10 Develop Your Client and Related Files List ... 18 2.03.11 Develop a Case File-Numbering Scheme ... 18 2.03.12 Determine Which Clients/Matters Will Goand Which Will Stay ... 18 2.03.13 Draft a Client Contact Letter ... 18 2.03.14 Develop a Retainer Agreement... 19 2.03.15 Prepare a Letter to Colleagues in the Firm ... 19 2.03.16 Know When Enough Is Enough... 19 2.04 Action Plan... 19Chapter 3The Planning Process ... 21 3.01 What Planning Is and Is Not... 22 3.02 The Basic Steps ... 23 3.02.1 Prepare to Plan ... 23 3.02.2 Identify Goals ... 24 3.02.3 Create the Marketing Plan... 24 3.02.4 Create the Financial Plan ... 24 3.02.5 Evaluate and Revise the Plan ... 25 3.03 Secondary Plans ... 26 3.03.1 Disaster-Recovery Plan ... 26 3.03.2 Succession Plan ... 26 3.04 Agreeing to Plan ... 26 3.05 Who Plans? ... 27 3.06 The Logistics of Planning ... 27 3.07 Gathering the Relevant Information ... 28 3.08 Looking Ahead ... 29 3.09 Action Plan... 29Chapter 4Setting Goals... 35 4.01 SMART Formula ... 36 4.02 Identifying Personal Goals ... 36 4.03 Identifying Law Firm Goals ... 37vi CONTENTS 4.04 Identifying Work-Life Balance Goals... 39 4.05 Action Plan... 39Part II: Marketing Paradigms 43Chapter 5Creating the Marketing Plan ... 45 5.01 Marketing Defined ... 46 5.02 Components of a Marketing Plan ... 46 5.02.1 What Is Your Current Situation?... 47 5.02.2 What Are You Trying to Accomplish? ... 48 5.02.3 Who Are Your Target Customers, or Clients?... 48 5.02.4 What Is Your Strategy for Reaching YourTarget Audience? ... 50 5.02.5 How Much Time, Staff, and Money Will Be Required? ... 53 5.02.6 How Will You Know If You Are Successful? ... 54 5.03 What Clients Want ... 54 5.04 The Marketing Mix... 56 5.05 Embrace Marketing ... 57 5.06 Action Plan... 57Chapter 6A Solo and Small-Firm Practitioner's Marketing Renaissance ... 63 6.01 Cultivate Clients ... 64 6.01.1 Step One: Make Yourself Visible ... 65 6.01.2 Step Two: Find Opportunity and Push Itinto the Pipeline ... 66 6.01.3 Step Three: Bring That Opportunity to Closure... 66 6.01.4 Step Four: Follow Up, Follow Up, Follow Up ... 67 6.01.5 Step Five: Discipline Yourself ... 68 6.02 Serve the 99 Percent ... 68 6.02.1 Guarantee Satisfaction ... 68 6.02.2 Establish Alliances ... 69 6.02.3 Embrace Technology... 69 6.03 Action Plan... 70Chapter 7Using the Internet to Market Your Legal Services ... 71 7.01 Benefits of Internet Marketing ... 72CONTENTS vii 7.02 The Law Firm Website ... 73 7.02.1 Brochureware Websites ... 73 7.02.2 Information-Hub Websites... 76 7.02.3 Websites for Conducting Private Communication ... 77 7.03 Designing and Maintaining the Firm's Website ... 78 7.03.1 Step One: Determine the Marketing Purposeof the Website ... 78 7.03.2 Step Two: Design the Layout and Content ... 78 7.03.3 Step Three: Make the Website Available to the Masses ... 79 7.03.4 Step Four: Maintain the Website... 80 7.04 Electronic Mailing Lists ... 81 7.05 LISTSERVs and Other Discussion Groups ... 82 7.06 Internet Communities ... 84 7.07 Action Plan... 84Chapter 8Using Social Media to Market Yourself ... 85 8.01 Marketing Benefits ... 86 8.02 Maximizing Social Media Use ... 87 8.03 Measuring Returns ... 87 8.04 Need for Personal Contact ... 88 8.05 Bar Association Regulation ... 89 8.06 Formulating Policies ... 90 8.07 Special Concerns About Blogging ... 90 8.07.1 Marketing Tactics ... 90 8.07.2 Technology Concerns ... 91 8.08 Action Plan... 91Chapter 9Using Business Cards, Stationery, and Print Mediato Support Rainmaking Goals ... 93 9.01 Establishing Your Firm Image ... 94 9.01.1 Selection of a Vendor ... 94 9.01.2 Graphics Issues ... 94 9.02 Business Cards ... 94 9.03 Firm Stationery ... 95 9.03.1 Maximize the Value of Your Letterhead ... 95 9.03.2 Plain Paper ... 95 9.04 Other Basic Paper Items... 96 9.05 Large Mailing Envelopes and Mailing Labels ... 96 9.06 Firm Announcements... 97 9.06.1 Envelopes ... 98 9.06.2 Announcement Content ... 98viii CONTENTS 9.07 Firm Brochures and Seminar and Direct-Mail Printing ... 99 9.07.1 Law Firm Brochures: Two-Pocket Folders ... 100 9.07.2 Law Firm Brochures: Alternativesto Two-Pocket Folders... 100 9.08 Action Plan... 101Chapter 10Branding ... 103 10.01 Unique Selling Points ... 104 10.02 Internal Acceptance ... 105 10.03 Management and Marketing Issues... 105 10.03.1 Strategic Marketing Plan ... 106 10.03.2 Marketing Costs ... 107 10.03.3 Lawyer Time and Activities... 108 10.03.4 Negative Fallout ... 108 10.03.5 Firm Leadership ... 110 10.04 Why Brand? ... 110 10.05 Action Plan... 111Part III: Marketing Beyond Advertising 113Chapter 11Rules for Improving Client Relations ... 115 11.01 Believe That the Client Is Number One ... 116 11.02 Return Phone Calls ... 117 11.03 Make Sure That Staff Members Knowthe Names of Clients... 117 11.04 Communicate Regularly with Clients ... 117 11.05 Build a Team Concept ... 118 11.06 Make the Client Feel Like Part of the Team ... 118 11.07 Visit Clients ... 119 11.08 Advise Clients About Changesin the Law That Impact Them ... 120 11.09 Be Realistic in Forecasting Work ... 120 11.10 Ask Clients for Feedback ... 121 11.11 Action Plan... 121Chapter 12Listening to Clients ... 123 12.01 The Client Satisfaction Survey ... 124 12.01.1 Survey Types ... 124 12.01.2 Written Survey... 125CONTENTS ix 12.01.3 Telephone Survey ... 125 12.01.4 In-Person Survey... 126 12.02 Presentation Skills... 127 12.03 Listening Techniques ... 127 12.03.1 Active Listening... 127 12.03.2 Gender Listening... 128 12.03.3 Paying Attention to Nonverbal Communication... 128 12.04 It Pays to Ask Questions ... 129 12.05 Following Up ... 130 12.06 Action Plan... 131Part IV: Financial Management 135Chapter 13Creating the Financial Plan ... 137 13.01 Key Financial Terms ... 138 13.02 Introduction to Cash Flow ... 140 13.03 Creating the Collected Revenue Cash Flow Form ... 141 13.03.1 Row 1: Cash Retainers Collected for General Account... 142 13.03.2 Row 2: Transfer of Funds fromTrust Account per Client Instructions... 142 13.03.3 Row 3: Contingency Fees Collected ... 143 13.03.4 Row 4: Collected Accounts Receivable ... 143 13.03.5 Row 5: Funds Collected from Sale of Assets... 144 13.03.6 Row 6: Miscellaneous Collected Funds ... 144 13.03.7 Row 7: Total Operating Funds Collected ... 144 13.03.8 Final Rows ... 144 13.04 Creating the Paid Expenses Cash Flow Form ... 144 13.04.1 Row 1: Employee Salaries ... 146 13.04.2 Row 2: Employee Taxes ... 146 13.04.3 Row 3: Partner Draws/Shareholder Salaries ... 147 13.04.4 Row 4: Rent ... 147 13.04.5 Rows 5, 6, and 7: Insurance ... 147 13.04.6 Row 8: Marketing and Public Relations ... 148 13.04.7 Rows 9 and 10: Office Expenses ... 148 13.04.8 Row 11: Professional Dues... 148 13.04.9 Row 12: Continuing Legal Education ... 149 13.04.10 Row 13: Library ... 149 13.04.11 Row 14: Professional Services ... 149 13.04.12 Row 15: Travel and Entertainment... 149 13.04.13 Row 16: Loan Repayments ... 149 13.04.14 Row 17: Total Operating Expenditures ... 149x CONTENTS 13.05 Creating the Summary Cash Flow Form ... 149 13.05.1 Row 1: Beginning Cash Balance ... 150 13.05.2 Rows 2 and 3: Increases and Decreases in Cash ... 150 13.05.3 Row 4: Cash Balance... 150 13.05.4 Row 5: Short-Term Loans... 150 13.05.5 Row 6: Cash Available ... 151 13.05.6 Row 7: Capital Expenditures... 151 13.05.7 Row 8: Balance of Cash ... 151 13.05.8 Row 9: Long-Term Loans... 151 13.05.9 Row 10: Free Cash Flow... 151 13.05.10 Row 11: Savings... 151 13.05.11 Row 12: Net Free Cash Flow ... 152 13.05.12 Row 13: Extraordinary Use of Cash Flow ... 152 13.05.13 Row 14: Monthly Cash Totals ... 152 13.05.14 Addressing the Issue of Negative Numbers... 152 13.06 Final Thoughts on Cash Flow Plans ... 153 13.07 Action Plan... 153Chapter 14Methods of Determining Revenue... 157 14.01 Revenue Pattern Analysis ... 158 14.02 Turnover Ratio... 158 14.03 Aging Analysis ... 159 14.04 Payment Pattern Analysis ... 160 14.05 Action Plan... 161Chapter 15Pricing Legal Services ... 165 15.01 Basic Ways to Set Prices... 166 15.01.1 Cost-Plus Pricing... 166 15.01.2 Market Pricing ... 168 15.02 Specific Pricing Methods: Hourly Rate Pricing ... 169 15.03 Specific Pricing Methods: Alternativesto Hourly Rate Pricing... 170 15.03.1 Blended Hourly Rate ... 170 15.03.2 Fixed or Flat Fee ... 171 15.03.3 Value Pricing ... 171 15.03.4 Contingent/Percentage Fee... 172 15.03.5 Premium Pricing ... 173 15.03.6 Retainer... 173 15.04 The Future of the Billable Hour ... 173 15.05 Cost Disbursements as an Element of Pricing ... 174CONTENTS xi 15.06 The Use of Nonlawyers ... 175 15.07 Price Sensitivity and Raising Rates ... 177 15.08 Action Plan... 177Chapter 16The Billing Process ... 179 16.01 Importance of Billing Process ... 179 16.02 Clients and the Billing Process ... 180 16.03 Who Should Do the Billing? ... 180 16.04 What Should Bills Look Like and Contain? ... 181 16.04.1 Appearance ... 181 16.04.2 Content ... 181 16.05 When Should Bills Be Prepared? ... 182 16.06 When Should Bills Be Sent? ... 182 16.07 Responses from Clients ... 183 16.08 Action Plan... 183Chapter 17Credit and Collections ... 189 17.01 Giving Credit Where Credit Is Due... 190 17.01.1 Approve Clients... 190 17.01.2 Determine Credit Limits ... 190 17.01.3 Set Interest Rates ... 191 17.02 Collecting Your Money ... 191 17.03 Steps to Decreasing the Need to Worry About Collections . . 192 17.03.1 Fees and Budgets... 192 17.03.2 Other Communication Considerations ... 192 17.03.3 Retainers ... 193 17.03.4 The Billing Cycle ... 193 17.03.5 Time Your Statements... 194 17.03.6 Make It Easy to Pay ... 194 17.03.7 Discounts for Timely Payment ... 194 17.04 Steps to Increasing Your CollectionsWhen Clients Don't Pay ... 194 17.04.1 Communication... 195 17.04.2 Dial-and-Smile"... 195 17.04.3 Plan for Payment... 197 17.04.4 Last Resorts ... 197 17.05 Action Plan... 197Chapter 18Banks and Loans ... 199 18.01 Financial Needs... 200xii CONTENTS 18.02 Types of Loans... 202 18.03 Selecting a Bank ... 202 18.04 How a Bank Selects Borrowers ... 203 18.04.1 Areas of Concern... 204 18.04.2 The Four C's... 204 18.04.3 Documents That the Bank Wants to See ... 206 18.04.4 Additional Information to Discuss with the Bank... 206 18.05 Developing a Good Relationship with the Banker ... 207 18.06 Action Plan... 207Chapter 19Equipment Lease Financing ... 209 19.01 Advantages of Leasing ... 210 19.01.1 Leasing Is Flexible and Practical... 210 19.01.2 Leasing Is Cost-Effective ... 210 19.01.3 Leasing Has Tax Advantages ... 211 19.01.4 Leasing Helps Conserve Operating Capital ... 211 19.02 Other Leasing Considerations ... 211 19.02.1 Types of Leases ... 211 19.02.2 Approval Decisions... 212 19.02.3 Property Taxes ... 213 19.02.4 Use Taxes ... 213 19.02.5 Insurance ... 213 19.02.6 Personal Guarantee... 214 19.02.7 Rentals... 214 19.02.8 Lease Rates ... 214 19.02.9 Warranties... 214 19.02.10 Soft Costs ... 214 19.02.11 Maintenance Contracts... 215 19.02.12 Leasing and Rapid Changes in Technology ... 215 19.02.13 Early Buyouts and the Rule of 78s" ... 216 19.03 Action Plan... 217Chapter 20Risk Management for Lawyers ... 219 20.01 Insurance Needs ... 219 20.01.1 Property and General Liability Insurance ... 220 20.01.2 Cyberinsurance ... 221 20.01.3 Life Insurance ... 221 20.01.4 Disability Insurance ... 221 20.01.5 Health Insurance ... 221 20.01.6 Errors and Omissions Insurance ... 222 20.01.7 Employment Practices Liability Insurance ... 222CONTENTS xiii 20.01.8 Personal Auto Insurance ... 223 20.01.9 Employee Benefits... 223 20.02 Disaster-Recovery Plan ... 223 20.02.1 Create a Task Force ... 223 20.02.2 Create a Management Structure ... 224 20.02.3 Create a Communication System ... 224 20.02.4 Test the Efficacy of the Plan... 225 20.02.5 The Plan in Action... 225 20.03 Action Plan... 225Chapter 21Client Trust Accounting the Easy Waywith QuickBooks ... 227 21.01 IOLTA Basics ... 228 21.02 Rule of Five" ... 229 21.03 Accounting Theory... 230 21.04 QuickBooks for Windows ... 230 21.05 Summary of Tasks ... 232 21.05.1 Receiving Funds ... 232 21.05.2 Disbursing Funds ... 232 21.05.3 Reports ... 233 21.06 Action Plan... 236Chapter 22Improving Your Bottom Line... 237 22.01 Banking ... 237 22.02 Office Services ... 240 22.03 Rent ... 240 22.04 Diversity... 241 22.05 Revenues Versus Expenses ... 241 22.06 Personal/Professional Expense Hierarchy ... 242 22.07 Action Plan... 243Chapter 23Playing the Slow Economy Game ... 245 23.01 Temporary Slowdown ... 246 23.02 Downsizing ... 246 23.03 Demerger ... 247 23.04 Liquidation ... 247 23.05 The Great Recession ... 247 23.06 Action Plan... 248xiv CONTENTSPart V: Employee Issues 249Chapter 24Hire Is Not a Four-Letter Word" ... 251 24.01 Determining Your Staffing Needs ... 252 24.02 Considering Preemployment Consultation ... 252 24.03 Writing the Job Description... 253 24.03.1 Legal Assistant... 253 24.03.2 Legal Secretary... 254 24.03.3 Paralegal (Certificated)... 254 24.03.4 Independent Contractor... 255 24.04 Choosing an Advertising Venue... 256 24.05 Setting Up a Screening Funnel ... 256 24.06 Preparing Before the Interview ... 257 24.07 Conducting the Face-to-Face Interview ... 258 24.07.1 Do's and Don'ts of Interviewing ... 259 24.07.2 Sample Questions ... 260 24.08 Hiring Temporary Employees ... 262 24.09 Action Plan... 262Chapter 25The Law Office as Equal Opportunity Employer:Rights, Risks, and Responsibilities ... 265 25.01 The Foundation of Equal Employment Opportunities... 266 25.01.1 Areas of Concern... 266 25.01.2 Defenses to Discrimination Charges ... 268 25.02 The Legal Framework ... 268 25.02.1 Title VII of the Civil Rights Act of 1964... 269 25.02.2 Age Discrimination in Employment Act of 1967 ... 271 25.02.3 Older Workers Benefit Protection Act of 1990 ... 272 25.02.4 1990 Americans with Disabilities Act ... 272 25.02.5 Family and Medical Leave Act of 1992 ... 275 25.02.6 Comparison/Contrast of FMLA and ADA... 276 25.03 Preemployment Selection ... 276 25.03.1 Recruitment and Advertising ... 276 25.03.2 Criminal Background Screeningand/or Credit Checks ... 279 25.03.3 The Personal Interview ... 280 25.04 Discrimination in the Workplace ... 280 25.04.1 Sex Discrimination ... 280 25.04.2 Age Discrimination ... 282CONTENTS xv 25.04.3 Religious Discrimination ... 283 25.04.4 Disability Discrimination... 283 25.05 Action Plan... 286Chapter 26Conducting Effective Performance Appraisalsin a Law Office Setting... 287 26.01 Setting Objective Performance Standards... 288 26.01.1 Purpose ... 288 26.01.2 Specifics of Creating a Standards-BasedAppraisal System ... 288 26.02 Specific Performance Appraisal Considerations ... 290 26.03 Conducting a Performance Appraisal Conference ... 291 26.04 Action Plan... 292Chapter 27Preventing Workplace Harassment and Retaliation in the Law Office ... 293 27.01 What Is Workplace Harassment? ... 294 27.01.1 Harassment ... 294 27.01.2 Sexual Harassment ... 295 27.02 Myths and Facts About Workplace Harassment ... 297 27.03 High-Tech Workplace Harassmentand Abuses of Electronic Messaging... 298 27.03.1 Unwelcome E-Mail Messages ... 300 27.03.2 Myths About Explosive E-Mail... 300 27.03.3 Reasons for Monitoring Employee E-Mail ... 301 27.03.4 Development of an E-Mail Monitoring Policy ... 302 27.03.5 Enforcement of the E-Mail Monitoring Policy ... 303 27.03.6 Limits on Employees' Privacy... 304 27.04 Retaliation as a Separate Form of Discrimination ... 305 27.05 Responsibilities of Supervisors... 306 27.06 Developing Enforceableand DefensiblePolicies... 307 27.06.1 Clear and Effective Reporting Procedures ... 307 27.06.2 Effective Training to Avoid Other Liabilities ... 308 27.06.3 Training Guidelines ... 309 27.07 Action Plan... 311Chapter 28Should You Hire an Executive Director?... 313 28.01 The Executive Director's Job... 314 28.02 A Profit Center for the Firm ... 314 28.03 Measuring Benefits ... 315 28.04 Action Plan... 315xvi CONTENTSPart VI: Technology 317Chapter 29Technology and the Legal Information Age... 319 29.01 The Open-Access Movement ... 320 29.01.1 Open-Access Legal Portals ... 320 29.01.2 Government Portals ... 323 29.01.3 Collaborative Websites ... 323 29.02 E-Books... 324 29.02.1 Pros and Cons ... 325 29.02.2 E-Book Purchases ... 326 29.02.3 E-Book Cost and Licensing Considerations ... 327 29.02.4 A Possible Future Model for E-Books ... 327 29.03 Going Mobile: Apps ... 328 29.03.1 Ready Reference Apps ... 329 29.03.2 Legal Research ... 329 29.03.3 Legal Publisher Apps ... 330 29.03.4 Productivity ... 331 29.03.5 Trial Practice... 332 29.03.6 Keeping Current ... 333 29.04 Improvements in Legal Databases... 333 29.05 Action Plan... 335Chapter 30Financial and Ethical Implications of Technology ... 337 30.01 Financial Implications of Technology ... 338 30.01.1 ROI and Cash Flow... 338 30.01.2 ROI and the Replacement Cycle... 338 30.01.3 ROI and Financing ... 339 30.01.4 ROI and Efficiency ... 340 30.02 Ethical Implications of Technology ... 341 30.02.1 Meet the Standard of Care... 342 30.02.2 Safeguard Files... 342 30.02.3 Maintain Confidentiality ... 343 30.03 Action Plan... 344Part VII: Operating Your Law Practice 345Chapter 31A Checklist for Moving Your Law Firm ... 347 31.01 The Decision to Move ... 348 31.01.1 Establish an Initial Timeline ... 348 31.01.2 Locate New Space ... 348CONTENTS xvii 31.01.3 Negotiate for New Space ... 349 31.01.4 Set a Moving Date... 349 31.01.5 Develop a Moving Budget... 350 31.02 New-Space Planning ... 350 31.02.1 Plan New-Space Improvements ... 350 31.02.2 Establish What Goes Where ... 350 31.02.3 Determine Location of Telephone,Electrical, and Computer Hookups... 351 31.03 Premove Planning... 351 31.03.1 Create a Move Manual ... 351 31.03.2 Solicit Moving Bidsand Hire a Moving Company ... 351 31.03.3 Factor in Lead Time for OrderingFurniture, Equipment, and Supplies... 352 31.03.4 Order Printed Firm Materials ... 352 31.03.5 Order Packing Supplies ... 352 31.03.6 Schedule Telephone and Computer Services ... 353 31.03.7 Handle Other Notifications ... 353 31.03.8 Set Up Tagging/Labeling Plan ... 354 31.03.9 Assign New Parking Cards and Building Passes... 355 31.03.10 Review Vacations and Personal Days ... 355 31.03.11 Schedule Premove Meetings ... 355 31.03.12 Schedule Premove Inspections of New Space ... 355 31.03.13 Schedule an All-Hands Space Visit ... 356 31.03.14 Obtain Acknowledgments ... 356 31.04 The Move ... 356 31.04.1 Publish the Moving Schedule ... 356 31.04.2 Appoint Move Coordinators ... 356 31.04.3 Post Color-Coded Floor Plans... 356 31.04.4 Determine Optimum Order ... 356 31.04.5 Schedule Technicians/Maintenance Staff ... 357 31.04.6 Address Security Issues ... 357 31.05 After the Move ... 357 31.05.1 Clean Up Old Space ... 357 31.05.2 Inspect Old Space with Landlord... 357 31.05.3 Obtain Certification and Release of Old Space ... 357 31.06 Action Plan... 357Chapter 32Your Own Island: Opening a Home-Based Practice... 363 32.01 Packing for Your Trip to the Island ... 364 32.01.1 Computer ... 364 32.01.2 Internet Connectivity ... 365xviii CONTENTS 32.01.3 Printer/Scanner/Copier/Fax Machine ... 365 32.01.4 Smartphone ... 365 32.01.5 Software Program ... 366 32.01.6 Online Services ... 366 32.01.7 Office Furniture ... 366 32.02 Crew on the Island ... 366 32.03 Ethics of the Island ... 367 32.03.1 Service ... 367 32.03.2 Quality ... 368 32.03.3 Confidentiality... 368 32.04 Happily Stranded on the Island ... 368 32.05 Action Plan... 368Chapter 33Case Study: Starting a Family Law Practice ... 369 33.01 The Advice... 370 33.01.1 Do You Really Want Your Own Firm? ... 370 33.01.2 Profiling the Desired Practice ... 371 33.01.3 Selecting the Location of the Practice ... 372 33.01.4 Staff Considerations ... 374 33.01.5 Equipment Considerations ... 374 33.01.6 Promoting the New Practice ... 374 33.01.7 Expansion from Solo Practice to Partnership ... 376 33.02 Implementation... 377 33.02.1 Profiling My Firm ... 377 33.02.2 Selecting My Office ... 377 33.02.3 Staffing and Equipping My Office ... 378 33.02.4 Outlining a Business Plan ... 378 33.02.5 Embracing the Opportunity to Grow ... 379 33.02.6 Where I Am Today ... 380 33.03 Action Plan... 381Chapter 34Overcoming Stress in Your Legal Career ... 383 34.01 Prioritize... 384 34.02 Ten Steps to Organization ... 385 34.02.1 Step One: Unclutter Your Office ... 385 34.02.2 Step Two: Set Up a 43" System ... 386 34.02.3 Step Three: Employ a U-Shaped Office Layout ... 387 34.02.4 Step Four: Spend Time on Daily Planning ... 387 34.02.5 Step Five: Incorporate PWT... 388 34.02.6 Step Six: Prepare a Weekly To-Do List... 388CONTENTS xix 34.02.7 Step Seven: Manage Interruptions ... 388 34.02.8 Step Eight: Assign NumericalTime Frames for Requests ... 389 34.02.9 Step Nine: Conduct Efficient Group Meetings... 389 34.02.10 Step Ten: Conduct One-to-One Briefings ... 390 34.03 What Not to Do... 390 34.04 Good Stress ... 391 34.05 Action Plan... 391Appendix A: Cash Flow Projection Forms ... 393Appendix B: Monthly Accounts Receivable Aging Analysis... 397Appendix C: Profit and Loss Statement ... 401Appendix D: Budget Recap Revenue and Expense Forms ... 405Appendix E: General Ledger Information ... 409Appendix F: Payment Pattern Analysis... 415Appendix G: Comparison of Essential Provisions of the ADAand the FMLA ... 417Appendix H : Examples of Overlap and Conflict Between the ADAand the FMLA ... 421Appendix I: Employer Actions ... 425Appendix J: Effect on Workers' Compensation ... 431Appendix K: Preemployment Inquiries ... 435Index ... 439