Tip 19. What type of practice do you want?

Analyze your tolerance for financial and personal risk. Decide whether you have the resources and temperament for high-stakes litigation. High-stakes personal injury cases, such as medical malpractice and products liability cases, require that the attorney advance substantial sums of money for expert witnesses, accident reconstructionists and other expenses. These cases also demand long hours and generate intense pressure. Ask yourself if this is what you want for yourself and your family.

Tip 20. Solo vs. Partnership.

Decide whether you want to have a solo practice, form a partnership, or become an associate of an existing firm. Whether to "go it alone" or join forces with someone else is a decision that will affect your life and your practice for years to come. Being a solo means that you can make your own decisions, but it also means that you don’t have anyone to help you make the tough decisions. It also means that you don’t have anyone to help you share the costs of running your practice and paying for your cases. Weigh the advantages and disadvantages before you decide because, like marriage, it is much easier to get in than to get out.

Tip 21. Develop a marketing plan before you start your practice.

Establish goals (e.g. establish a personal injury practice emphasizing automobile accident claims); strategies (e.g. develop name familiarity); and tactics (e.g. advertising on television).

Tip 22. Talk personally with potential new clients.

Many attorneys delegate this responsibility to a legal assistant. If you use a legal assistant, I recommend that you meet with the client and legal assistant for at least part of the initial meeting before you decide whether to accept the case. If possible, have a brief telephone conversation with the potential client before the initial appointment to get a feel for the facts of the case.

Tip 23. Ask your client what he or she wants to accomplish.

Does she want to hold out for top dollar even if it means going to trial? Does she want to settle at all cost? How will you know if you are meeting your client’s goals if you don’t know what your client’s goals are?

Tip 24. Don’t make promises that you can’t keep in order to get a new client.

Making unrealistic promises may help you get the client in the beginning, but it will lead to disaster later. People appreciate sincerity and honesty, and if you demonstrate those qualities in the beginning, you are just as likely to get the client as if you exaggerate.

Tip 25. Ask your clients how you are doing.

If you regularly keep in touch with your clients and keep them informed, you will have many more happy clients than unhappy clients. Your clients will not fire you in the middle of a case because you won’t return their phone calls. Send your clients a client service questionnaire to complete and return anonymously at the conclusion of the case.

Tip 26. Use your staff effectively.

If you hire hardworking, motivated people and treat them well, they will stay with you and help you build your practice. Your staff requirements will vary depending on your type of practice. Ask the following questions: How does your staff handle the quantity of work? Does the quality of your staff’s work meet your standards? Do you have the right mix of staff?

Tip 27. Don’t be afraid to ask for help and advice.

State and local bar associations and malpractice insurance providers employ "practice advisors" who are professionals trained to assist lawyers with setting up, operating, and even closing a law practice. Most offer their services at no charge. If you have a difficult or expensive case, ask another lawyer to work with you on it on a fee-sharing basis as allowed in your jurisdiction.

Tip 28. Use technology.

The costs of technology have never been lower. Use faxes and the Internet to save on postage. Buy a Palm® Connected Organizer or other handheld computer. Get everyone in the office connected on a network. Do legal research online using the Internet and small office programs from Lexis and West.