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Billing: Lawyers Must Know How to Impress Clients

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published February 11, 2013

By CEO and Founder - BCG Attorney Search left

A majority of the complaints that bar association grievance committees are called upon to hear involve clients who claim that their lawyers have overcharged them; yet, in most cases, the charges are fair and equitable. There is an art in impressing a client with the value of legal service and in making a proper fee acceptable.

Lawyers are familiar with the complexities of operating a law office and functioning in the courts. Clients are not! Unfortunately, lawyers often tend to forget that one simple fact. A client may have a relatively brief conference with his attorney and see him next at a hearing or in a courtroom. He is, therefore, astounded when a bill representing many hours of preparatory work and negotiation is presented. The client was not present in the library when the law was researched. He was absent when motions were prepared and filed. The client was not included in the telephone negotiations with opposing counsel. He did not participate in the drafting of a settlement nor in the preparation for trial.

In the course of buying his home the client did not spend ten hours searching through musty courthouse records to trace a chain of title. He did not coordinate the activities of a mortgage department, title company, broker, and seller. All the client knows is that he briefly talked to an attorney about buying a house and then spent forty minutes with him some time later at settlement.

Lawyers must take pains to describe the work they are required to do on a matter and they must be careful to explain the basis of charging a particular fee at the beginning, and in full. The two most important rules for the trouble-free billing and collecting of fees are to advise the client as early in the relationship as possible concerning the expected amount of the fee, and to involve the client in the handling of his case while his work is being performed.

Costly Error

The first rule, advise the client what fee to expect as early in the matter as possible, is one often overlooked or avoided by lawyers. It is either that the attorney, during the first interview with the client, finds discussion of money distasteful, or he becomes so involved in the client's problem that he forgets to mention the fee. Whatever the reason, this omission is a costly error. Unless a client is particularly sophisticated and used to dealing with attorneys, he generally has no idea as to how much a given service will cost, and he wants to know. The estimate given may be in terms of a range or may be qualified as required, but some estimate should be made. A lawyer may encounter a few instances in the course of a year where the client is distraught, grieved, or too emotionally overwrought to make a discussion of legal fees possible. There are also some regular clients who could probably guess at the fee with accuracy.

But in most cases, the client who is, for example, entering into a small business partnership, having his will drawn, purchasing a home, or contemplating a law suit has little idea what the fee will be.

The second rule, involve the client in the handling of his case, is largely delegable function. It can be accomplished by sending extra copies of documents and correspondence to the client as they are prepared or received.

One law firm that makes a policy of sending a copy of every item to its clients stamps the words "For Your Information Only-No Action Necessary," across the top of each copy being forwarded. The firm has increased its rate of collection, and reduced the number of inquiries regarding the amount of fees, since initiating the system.

United States
Some lawyers find it useful to involve the client personally at each step of a matter even though the client's opinion or presence is of little value. When a court appearance is required, the client should be invited to attend, even on a simple motion not actually needing his presence. Attorneys, who convince their clients that they are paying attention to their matters and working hard upon them, generally have little difficulty in collecting their fees, and they need not send a long detailed bill, since the client is informed and aware of the work done.

When billing is done at the conclusion of a matter, timing is a crucial factor. This is especially true if the results are favorable. If a case is won, or a claim settled, or a piece of property transferred, the bill should be rendered almost simultaneously with the conclusion. A thirty-day delay will lower the value of the service in the eyes of the client, and several months' delay will lower its value in the lawyer's eyes as well.

As immediate billing is expensive in terms of system and personnel, a delay to a regular month-end billing period may be worthwhile in most cases. A longer delay often results in a lower bill and a client showing reluctance to pay the bill.

The art of billing involves four items:
 
  1. Have a clear understanding with the client at the beginning as to the fees and costs involved. If necessary, estimate a range, but be clear on what basis billing is to be accomplished.
  2. Keep the client informed of the work done. It may be valuable to get him away from his dinner ask him a question!
  3. Bill frequently. Several small bills are more likely to be paid than one large one.
  4. Bill on time.

Billing Rates

The actual rates used by lawyers are influenced by many factors. The most important one is experience. For example, the average standard hourly rate of associates with one year of experience was $64 per hour in 1986. The average was $75 for three-year associates, $85 for five-year associates and $93 for seven-year associate lawyers. (These are national averages for firms of all sizes.)

Hourly rates for partners ranged from an average of $90 per hour for those with six years of experience to an average of $143 for partners with 25 to 29 years in practice. (The average rates decline somewhat thereafter.)

In general, rates are higher the larger the firm, and the larger the city in which it is located. There are also regional influences on hourly rates. Current information on lawyers' standard billing rates are published each year in the Altman & Weil Survey of Law Firm Economics.

About Harrison Barnes

No legal recruiter in the United States has placed more attorneys at top law firms across every practice area than Harrison Barnes. His unmatched expertise, industry connections, and proven placement strategies have made him the most influential legal career advisor for attorneys seeking success in Big Law, elite boutiques, mid-sized firms, small firms, firms in the largest and smallest markets, and in over 350 separate practice areas.

A Reach Unlike Any Other Legal Recruiter

Most legal recruiters focus only on placing attorneys in large markets or specific practice areas, but Harrison places attorneys at all levels, in all practice areas, and in all locations—from the most prestigious firms in New York, Los Angeles, and Washington, D.C., to small and mid-sized firms in rural markets. Every week, he successfully places attorneys not only in high-demand practice areas like corporate and litigation but also in niche and less commonly recruited areas such as:

  • Immigration law
  • Workers’ compensation
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  • Trusts & estates
  • Municipal law
  • And many more...

This breadth of placements is unheard of in the legal recruiting industry and is a testament to his extraordinary ability to connect attorneys with the right firms, regardless of market size or practice area.

Proven Success at All Levels

With over 25 years of experience, Harrison has successfully placed attorneys at over 1,000 law firms, including:

  • Top Am Law 100 firms such including Sullivan and Cromwell, and almost every AmLaw 100 and AmLaw 200 law firm.
  • Elite boutique firms with specialized practices
  • Mid-sized firms looking to expand their practice areas
  • Growing firms in small and rural markets

He has also placed hundreds of law firm partners and has worked on firm and practice area mergers, helping law firms strategically grow their teams.

Unmatched Commitment to Attorney Success – The Story of BCG Attorney Search

Harrison Barnes is not just the most effective legal recruiter in the country, he is also the founder of BCG Attorney Search, a recruiting powerhouse that has helped thousands of attorneys transform their careers. His vision for BCG goes beyond just job placement; it is built on a mission to provide attorneys with opportunities they would never have access to otherwise. Unlike traditional recruiting firms, BCG Attorney Search operates as a career partner, not just a placement service. The firm’s unparalleled resources, including a team of over 150 employees, enable it to offer customized job searches, direct outreach to firms, and market intelligence that no other legal recruiting service provides. Attorneys working with Harrison and BCG gain access to hidden opportunities, real-time insights on firm hiring trends, and guidance from a team that truly understands the legal market. You can read more about how BCG Attorney Search revolutionizes legal recruiting here: The Story of BCG Attorney Search and What We Do for You.

The Most Trusted Career Advisor for Attorneys

Harrison’s legal career insights are the most widely followed in the profession.

Submit Your Resume to Work with Harrison Barnes

If you are serious about advancing your legal career and want access to the most sought-after law firm opportunities, Harrison Barnes is the most powerful recruiter to have on your side.

Submit your resume today to start working with him: Submit Resume Here.

With an unmatched track record of success, a vast team of over 150 dedicated employees, and a reach into every market and practice area, Harrison Barnes is the recruiter who makes career transformations happen and has the talent and resources behind him to make this happen.

A Relentless Commitment to Attorney Success

Unlike most recruiters who work with only a narrow subset of attorneys, Harrison Barnes works with lawyers at all stages of their careers, from junior associates to senior partners, in every practice area imaginable. His placements are not limited to only those with "elite" credentials—he has helped thousands of attorneys, including those who thought it was impossible to move firms, find their next great opportunity.

Harrison’s work is backed by a team of over 150 professionals who work around the clock to uncover hidden job opportunities at law firms across the country. His team:

  • Finds and creates job openings that aren’t publicly listed, giving attorneys access to exclusive opportunities.
  • Works closely with candidates to ensure their resumes and applications stand out.
  • Provides ongoing guidance and career coaching to help attorneys navigate interviews, negotiations, and transitions successfully.

This level of dedicated support is unmatched in the legal recruiting industry.

A Legal Recruiter Who Changes Lives

Harrison believes that every attorney—no matter their background, law school, or previous experience—has the potential to find success in the right law firm environment. Many attorneys come to him feeling stuck in their careers, underpaid, or unsure of their next steps. Through his unique ability to identify the right opportunities, he helps attorneys transform their careers in ways they never thought possible.

He has worked with:

  • Attorneys making below-market salaries who went on to double or triple their earnings at new firms.
  • Senior attorneys who believed they were “too experienced” to make a move and found better roles with firms eager for their expertise.
  • Attorneys in small or remote markets who assumed they had no options—only to be placed at strong firms they never knew existed.
  • Partners looking for a better platform or more autonomy who successfully transitioned to firms where they could grow their practice.

For attorneys who think their options are limited, Harrison Barnes has proven time and time again that opportunities exist—often in places they never expected.

Submit Your Resume Today – Start Your Career Transformation

If you want to explore new career opportunities, Harrison Barnes and BCG Attorney Search are your best resources. Whether you are looking for a BigLaw position, a boutique firm, or a move to a better work environment, Harrison’s expertise will help you take control of your future.

? Submit Your Resume Here to get started with Harrison Barnes today.

Alternative Summary

Harrison is the founder of BCG Attorney Search and several companies in the legal employment space that collectively gets thousands of attorneys jobs each year. Harrison’s writings about attorney careers and placement attract millions of reads each year. Harrison is widely considered the most successful recruiter in the United States and personally places multiple attorneys most weeks. His articles on legal search and placement are read by attorneys, law students and others millions of times per year.

More about Harrison

About LawCrossing

LawCrossing has received tens of thousands of attorneys jobs and has been the leading legal job board in the United States for almost two decades. LawCrossing helps attorneys dramatically improve their careers by locating every legal job opening in the market. Unlike other job sites, LawCrossing consolidates every job in the legal market and posts jobs regardless of whether or not an employer is paying. LawCrossing takes your legal career seriously and understands the legal profession. For more information, please visit www.LawCrossing.com.
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