By Matt Homann, Attorney and Founder, LexThink
May 16, 2012 – Ask lawyers what kind of clients they like to serve and you’ll often get the tongue-in-cheek response, “Paying ones.” While serving clients who will pay their bills is a start, many attorneys don’t go much further: they’ve never taken the time to really think about who their ideal clients are and the types of work they really love to do.
To help you focus your practice on good clients with interesting work, don’t think about the future. Instead, take a look at the past and perform a “file autopsy.”
Think like Quincy
Remember the television show Quincy? Jack Klugman played a Los Angeles medical examiner. In every episode, his autopsy would reveal that the decedent (who’d seemingly died of natural causes) was a victim of foul play. Using the clues gained from his examinations, Quincy would convince the police that a homicide had occurred, and then manage to singlehandedly finger the killer. In a pre-CSI world, it was pretty compelling stuff.
Why talk about an obscure 1970s crime-drama? Because if you’re really interested in identifying the work you love to do and learning how to serve your clients better, you may want to spend some time each week thinking like Quincy. Instead of investigating foul play, however, you should closely examine those things you’ve given up for dead in your office: your closed files.
Examine Your Closed Files
Here’s a process you can use to help channel your thoughts when reviewing closed files.
- Grab at least five old files that have been closed for at least a year. Although you can choose random files, it is better to choose some you liked and others you’d rather never touch again.
- For each file, complete the LexThink File Autopsy (pdf) form. Be brutally honest with yourself as you answer questions, such as the following:
About the file:
- In hindsight, should I have taken this file?
- Were there any “red flags” I should have noticed?
- What lessons did I learn from handling this file?
About the work:
- Did I like the work?
- Was I good at it? How could I have been better?
- If I didn’t like the work, how could I do less of it?
About the client:
- Does this client have any other legal work I could be doing?
- How would this client describe me to his or her peers?
- How could I have served this client better?
About the money:
- Was this a profitable matter for me to handle?
- Did the client feel my fees were fair?
- How could I have priced this matter differently
- Every week, choose a few more files and repeat the exercise. If you have staff, ask for their input as well.
- If you see common themes (either positive or negative) throughout the files, make sure to note them.
After you’ve performed 20 to 50 autopsies, you’ll have a better sense of the kinds of work you like to do, clients you enjoy serving, and alternative ways to price your services. Perhaps most important, you’ll understand the kinds of work you don’t want to do and learn to avoid taking matters and clients that are better passed on to your competition.
About the Author
Matt Homann is the founder of LexThink, a legal innovation consultancy that helps lawyers and other professionals find creative ways to grow their businesses and serve their clients better. He is also the author of the award-winning legal blog “the [non]billable hour.”
