Managing expectations via the agreement schedule

  Most firms now divide their client agreements into a set of general conditions which are common for all clients, and a schedule which sets out the essential facts and details of the matter. This works well because (a) each schedule item aligns with the associated field in the practice system, (b) essential information is

The matter and the money

Talking confidently and concurrently about matter and money In the Proctor July edition, we reproduced a piece called Getting paid: Start with file opening. This is a reprint from the same journal 10 years earlier. Some things just stay important. The essence of that article was that responsibility for slow or poor payment by clients

Sales Orientation or Client Orientation?

You may think your firm is client-centred? Yet it’s possible that your clients don’t agree. How can that be? Modern buyers are totally empowered. Blogs ruthlessly declare who we can trust. Business buyers are no different. Information empowers them. Internet shopping now provides the benchmark for client service. You can’t see these businesses, and you