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For
many
lawyers,
billing
is
the
most
uncomfortable
part
of
the
job.
You
do
great
work,
solve
complex
problems,
and
deliver
real
value,
yet
when
it
comes
time
to
follow
up
on
an
unpaid
invoice,
things
suddenly
feel
awkward.
In
my
conversation
with
legal
business
strategist
Matt
Darner
on
the
“Be
That
Lawyer”
podcast,
we
unpacked
why
that
discomfort
exists,
how
it’s
costing
firms
more
than
they
realize,
and
what
lawyers
can
do
to
change
it.
Get
Out
of
Your
Own
Head:
Reframing
Client
Communication
Matt
discusses
the
mindset
lawyers
often
have
when
following
up
with
clients
about
invoices.
Instead
of
feeling
like
you’re
harassing
or
bothering
clients,
the
approach
is
reframed:
sending
an
invoice
is
an
opportunity
to
showcase
the
value
and
work
you’ve
delivered.
The
follow-up
isn’t
about
pestering
for
payment,
but
about
reinforcing
the
relationship
and
reminding
clients
of
the
progress
made
on
their
behalf.
Matt
explains
how
training
your
team
to
approach
these
calls
with
confidence
and
helpfulness
can
turn
a
potentially
awkward
moment
into
a
positive
touchpoint.
The
Confidence
Erosion:
Why
Systems
Matter
in
Law
Firms
Matt
explores
how
initial
client
confidence
can
erode
over
time
due
to
system
failures
and
lack
of
communication.
Even
when
attorneys
start
a
case
with
high
energy
and
optimism,
things
can
go
wrong,
cases
stall,
communication
lapses,
and
clients
are
left
in
the
dark.
This
leads
to
clients
building
negative
narratives
and
justifying
delayed
payments.
The
takeaway:
Consistent
communication
and
robust
systems
are
essential
to
maintaining
client
trust
and
ensuring
timely
payments.
Stop
Having
Lawyers
Chase
Invoices
Why
are
top-performing
lawyers
—
people
billing
at
the
highest
levels
—
spending
hours
chasing
down
unpaid
invoices?
It’s
a
misallocation
of
talent
and
time.
Drawing
from
his
background
in
sales,
Matt
emphasized
that
the
most
successful
client
relationships,
including
some
of
his
largest
deals,
all
began
the
same
way:
with
clear
expectations.
When
you
start
off
by
setting
and
then
meeting
those
expectations,
everything
from
communication
to
collections
becomes
smoother.
Firms
need
to
rethink
their
structure
and
support
systems
so
that
lawyers
focus
on
high-value
legal
work,
not
collections.
“If
you’re
not
invoicing
regularly,
it
is
communicating
something
is
wrong
with
your
business,
whether
you
know
that
or
not,”
Matt
says.
Connect
with
Matt
Darner:
Website:
https://collbox.co/
LinkedIn:
https://www.linkedin.com/in/matthewdarner/
Listen
to
the
latest
episode
of
“Be
That
Lawyer”
here,
and
if
you’re
serious
about
leveling
up
your
business
development,
grab
a
copy
of
my
new
book,
now
available
on
Amazon.
Steve
Fretzin
is
a
bestselling
author,
host
of
the
“Be
That
Lawyer”
podcast,
and
business
development
coach
exclusively
for
attorneys.
Steve
has
committed
his
career
to
helping
lawyers
learn
key
growth
skills
not
currently
taught
in
law
school.
His
clients
soon
become
top
rainmakers
and
credit
Steve’s
program
and
coaching
for
their
success.
He
can
be
reached
directly
by
email
at [email protected].
Or
you
can
easily
find
him
on
his
website
at www.fretzin.com or
LinkedIn
at https://www.linkedin.com/in/stevefretzin.