Un-Billable Hour: Business Management Strategies for the Busy Lawyer Around the Community Table

In this episode’s Seat at the Table, let’s dig into the bedrock of your business: Your identity. That’s what branding is, it’s defining yourself. Who are you? If you’re starting a new firm, or trying to grow your existing firm, start with your brand. Do you know what it is? And is what you thought you wanted One part of your brand is easy to express and hard to deliver. Do what you say you are going to do. If you promise something, if you pitch something, live up to that. Build your business on results, on meeting clients where they are, and on meeting client demands and expectations. A slick website is meaningless if you are disappointing or even inconveniencing your clients. Should you rebrand, or refresh your brand, or invest in branding? What is a brand? What’s your brand? Good intentions and hope are not a business plan. Do something tangible by defining your business and living up to your promises. In this new Un-Billable Hour series, “Seat at the Table,” we dig into helping lawyers attract clients, build the business flow, and branding, all while turning your vision into reality, profit, and success. New guest hosts Kristen David, Rob Leitner, and brothers Elliot Alicea and Erik Alicea are experienced pros in business development and marketing for law firms. With proven track records, they join host Christoper T. Anderson and dig into the real needs of growing firms. If you’re getting started, hear how creating a brand – and building trust – sets you on the right path. Are you doing the things you say you’re going to do? It’s important to deliberately help potential new clients understand who you are and what you do (and avoid the most common branding mistakes startups trip over). Mentioned in This Episode: Michael Gerber “The E-Myth Revisited” Pragmatic Institute Clio ClioCon 2026, Oct. 26-27, 2026

A part of the legal marketing landscape we don’t talk about enough is referral marketing. Sure, we focus on digital marketing, search engines, and paid advertising. But maybe one of the best – and cheapest – forms of marketing could be referral marketing, working with other layers who know, like, and trust us. Guest John Reed is a former practicing attorney and the founder of Rain BDM, a marketing firm that helps lawyers build exceptional relationships. Hear how professionals learn and play “the referral game.” Asking for referrals may not feel natural, even a bit awkward. But like any marketing campaign, it can be planned, initiated, and tracked. And it can be fun and rewarding. Don’t try to make a relationship “transactional,” just go out and meet and help people. Let it be more relaxed and natural. Hear about the “four questions” and a personalized “grid” plan that can get the ball rolling when you meet another attorney. If you’ve struggled with building intentional relationships with other attorneys and expanding your network, you’ll want to hear this free “relationships 101” lesson from a proven, experienced pro. Mentioned in This Episode: “Endless Referrals” by Bob Burg “Never Eat Alone” by Keith Ferrazzi

In this episode’s discussions around the Community Table, explaining to clients what to expect, marketing, and getting your tech up to speed. With new clients, take the time to set expectations and explain the process. Assumptions and miscommunication can lead to lower satisfaction when a client’s uninformed expectations don’t meet reality, even with a successful outcome Starting with a clear explanation of the process can lead to more favorable outcomes. Will the case go to trial, our would a settlement be better? How much would one route cost vs. another? Give clients the big picture. Real life is not a television TV drama. Is your marketing attracting the clients you want? Casting the widest net isn’t always the best choice. Explain who you are and what you do honestly. And then live up to those promises. (And for Heaven’s sake, get your tech in order. Clients today expect at least that: Hear the common tech shortfalls that turn clients off.) Mentioned in This Episode: Clio ClioCon 2026, Oct. 26-27, 2026

The world of legal technology can seem overwhelming. Fortunately, we have a guide in Chelsey Lambert, founder and author at the legal tech education, consulting, and guidance platform Legal Tech Decoded, which features articles, reviews, and opinions on the latest in legal tech. This episode is kind of about marketing, but kind of about operations, but also kind of about AI, because tech is coming for every aspect of your legal practice. What developments will drive your firm forward, and what’s smoke and mirrors? Lawyers who’ve been in the business long enough have gone from reviewing cases on paper and in books, maybe even yellow legal pads, to the Internet revolution, to online research and filing, to today’s AI revolution. Is AI remaking the practice of law, or just the next progression? (Spoiler, it’s kind of a big deal.) “I don’t know that we’ve ever trained lawyers how to buy technology in the first place,” Lambert says. Now add the complexity of AI, a tool you have to train, guide, and trust. Hear about the evolving world of legal tech, even developments you probably haven’t heard of, and the evolution of the profession, including the potential for non-lawyer ownership and private equity. Don’t fear or ignore the revolution, embrace it. Mentioned in This Episode: Association for AI in Legal, A4l.law CaseMark RocketLawyer LegalZoom Nolo Foundation AI

In this episode’s discussions around the Community Table, getting a worrisome associate, and the entire team, on track. Plus, communicating with clients and assuring them you have their back: A manager struggles to help an associate manage tasks and produce work on time, could tools help through redundancies and accountability. Daily “standups” or “scrums” can help legal teams clear logjams and stay on track. Christopher offers a concise explanation of how time management and accountability systems drive productivity. Assuring clients you have their best interests at heart is vital, especially when they think you’re “part of the system.” What are “The Four Agreements” and how can they help you understand clients and communicate? Ask, listen, and explain. Mentioned in This Episode: “The Four Agreements” by Don Miguel Ruiz Notion legal software Asana Microsoft Teams PCLaw Microsoft 365 Trello Todoist Book, “The Lean-Agile Way” Scrum.org Clio ClioCon 2026, Oct. 26-27, 2026

Every firm knows it should be marketing. But go deeper. How should you be thinking about your firm’s own individual goals, brand, and budget? If you’re at a smaller or mid-size firm, you don’t get a pass on marketing. You still need to reach potential clients. But you’ll have to do it on a smarter, scaled level. Guest Erika Steinberg spent decades developing marketing strategies for large firms, then she formed her own company, CMO2go, which helps smaller and mid-size firms develop and execute marketing strategies that fit their budgets. Don’t feel overwhelmed by the word “strategy” or be intimidated by the very idea of marketing. Strip it down to the essentials and take it step by step. A good marketing brainstorming can help you not only focus your strategies but also understand your firm’s goals and target audience. Are you committing the sin of “random acts of marketing?” Find out on this episode of the Un-Billable Hour. Ask us anything for the Community Table. Leave us a question online! Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern.

In this episode’s discussions around the Community Table, recorded in person at the October 2025 ClioCon legal tech conference: After a new client comes on board, within a week, your team needs to check back in. This is your chance to delight. If there’s an issue, a misunderstanding, or a question, this is an opportunity fix it. Delighting a client is always better than simply satisfying a client. The right team answering incoming calls is vital. But how do you outsource that? How do you pay someone and where do you find them? And when is it time to hire your own, in-house, full-time employees to convert those calls to clients? Modern times lead to modern solutions. Today’s buy now, pay later tools can help your firm retain clients by helping them manage payments. Alternative fee arrangements work, and innovative payment methods can remove barriers to attorney/client relationships. Ask us anything for the Community Table. Leave us a question online! Join the next Community Table discussion live! Always the third Thursday of the month at 3 p.m. Eastern. Mentioned in This Episode: Clio Capital LawPay Affirm buy now pay later Sunbit buy now pay later Highlights from ClioCon 2025 Clio ClioCon 2026, Oct. 26-27, 2026

Today’s episode is about you and your mindset as it pertains to generating wealth through your business. Guest Lauren A. Klein was a corporate attorney when she came to a crossroads, would she follow the corporate path and accept a paycheck, or strike out on her own and build wealth on her terms. She started by asking questions about how lawyers make money and build wealth. What does it actually mean to make partner at a firm? And she came to the conclusion that there had to be more, that she could do better on her own, knowing full well, as she says, running a law firm is “not for the weak of heart.” In addition to driving the elder law and estate planning firm Flourish Law Firm she co-founded with her best friend, she’s also the host of the podcast “The Wealthy Law Squad.” She learned from corporate law that getting a salary and spending it on lifestyle isn’t wealth. Wealth is investing, creating tools that generate passive income, and building net worth. What can you invest in today that gives you the financial freedom to do whatever you want later? A “wealth mindset” is about creating freedom, not being chained to the golden handcuffs of a paycheck. What are you working toward? Ask us anything for the Community Table. Leave us a question online! Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern. Mentioned in This Episode: The Wealthy Lawyer Squad podcast Clio

In this episode’s discussions around the Community Table, recorded in person at the October 2025 ClioCon legal tech conference: When you attend a legal tech conference such as ClioCon, how do you keep from being overwhelmed by the firehose of information and new tech tools. AI? E-discovery? Vendors? Marketing? It’s a lot. Working in a rural area, it can be difficult to find and hire new attorneys. Step up your recruiting marketing and consider that with today’s remote tools, maybe your next hire doesn’t have to live in your region. When hiring a non-attorney salesperson, how do you prepare them? Trying to teach them “the law” can be both irrelevant and perilous. Listening to potential clients and demonstrating how your firm can solve their problems is what matters. Ask us anything for the Community Table. Leave us a question online! Join the next Community Table discussion live! Always the third Thursday of the month at 3 p.m. Eastern. Mentioned in This Episode: Highlights from ClioCon 2025 “Who: The A Method for Hiring” by Geoff Smart and Randy Street Clio ClioCon 2026, Oct. 26-27, 2026

AI helps us do a lot, and a lot faster. But there are still tasks that need the human touch. Guest Jens Erik Gould is the founder and CEO of the Amalga Group, a specialized staffing outsourcing service that helps tech and legal businesses (among others) find and employ cost-saving staffing services outside the United States but located close to the country, a function known as “nearshoring.” With services available in Latin America, close to the United States, Amalga Group helps legal services providers and law firms with tasks such as record retrieval, paralegal services, discovery, transcription, and legal assistance. By employing teams in Latin America, employers get a similar time zone and a close cultural fit. AI is making great strides accomplishing routine tasks such as contract review, document retrieval, billing, and summarization. But AI can’t (yet) match the human capacity for making ethical decisions, understanding and solving nuanced problems, and finding creative answers. Hear where Gould sees AI making gains and where it falls short and how law firms still need trained staffers to ensure accuracy and professional results, and how firms can adopt a hybrid model that leverages the capabilities of both AI and human near-sourced staffing. What will the new model look like, and how will successful firms meld tech and people? Ask us anything for the Community Table. Leave us a question online! Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern. Mentioned in This Episode: Clio Smokeball Filevine Westlaw LexisNexis Ray Kurzweil, “Singularity” books at Amazon Forbes article

In this episode’s discussions around the Community Table: How do you implement origination percentages when a new attorney joins the firm. What’s important is clarity, making sure everyone knows who originated the case (and how, including prior websites, phone numbers, and relationships) and how those payments will be calculated. What if your new hire has a few existing cases in the pipeline? Can a new hire continue to work independently to wrap up existing cases on the side? Would these cases involve your professional liability policies or include the new hire using the legal software your firm pays for? On any team, different members prefer different communication channels. But it’s important to develop consistent policies. Consistency matters because in a law firm, speed of retrieval trumps speed of information flow. The ability for any member to see the entire case at a glance is vital. Ask us anything for the Community Table. Leave us a question online Join the next Community Table discussion live! Always the third Thursday of the month at 3 p.m. Eastern Mentioned in This Episode: “Come up for Air,” by Nick Sonnenberg Clio

How you appear on camera is how you appear to future clients. And today, you’re pretty much always on camera. Guest Kerry Barrett, an Emmy Award-winning television journalist, helps attorneys present their best self on camera, whether that’s on a Zoom call, on YouTube, or when being interviewed by a TV crew. Project authority, build trust, and attract high value clients through video. As Barrett says, that “little red light” can seem like the devil. It’s hard to avoid looking camera shy and stiff. But she taps into 20 years of on-camera experience to coach and guide attorneys. Being on camera doesn’t come naturally, it takes training and practice. Barrett’s lessons apply across the board, whether you’re a lawyer offering an expert opinion, a law firm marketer producing content, or an attorney coaching clients to appear on video in recorded depositions. Think it’s not important? The reality is that today we’re all pretty much on camera all day. You are how you look, and connecting with your audience matters. When the camera turns its eye on you, do you look genuine and engaging, or do you look like you’re reading a hostage note? Improving your video skills is no longer an option. Ask us anything for the Community Table. Leave us a question online Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern Mentioned in This Episode: “'I’m not a Cat': Lawyer Gets Stuck on Zoom Kitten Filter During Court Case,” The Guardian Previous appearance on the Legal Talk Network “The Caitlin Clark Experience; Being a Camera-Ready Professional; and ‘Candid Camera,’” on The Legal Toolkit podcast

In this episode’s discussions around the Community Table: The Un-Billable Hour takes on a very real move away from the “billable hour.” As Christopher says, the billable hour “is the worst thing that ever happened to law.” Clients pay for results, not time. Examine alternative fee structures as technology changes the practice of law. Young lawyers looking to maximize lifetime earnings have choices. Big firm partnership track or solo practice? Ask yourself if you have the “fire” under you to build a practice from nothing, because there’s no ceiling on earnings when you build your dream. But if that’s not you, maybe the big law firm path is right. No matter where you are, knowing where you want to get to is hard. Christopher explains how charting a career path takes a real, conscious effort, and it can change over time. Make time for contemplation and move with purpose. Ask us anything for the Community Table. Leave us a question online, Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern Mentioned in This Episode: InfoTrack InfoTrack Legal Up 2025 Clio Legal Trends Report Cliocon 2025

Did your firm “set and forget” its marketing strategy? Today’s marketing has evolved beyond Google ads and billboards. Finding new, niche channels can tap new markets. Imagine a firm still relying solely on a Yellow Pages ad, that would be crazy. Times change. Guest Carrolee Moore is the CEO and chief strategist at the Podcast Pitching Society, a firm dedicated to matching experienced experts to influential podcasts hungry for guests. Connect to listeners in your target audience, listeners who don’t know (yet) that they want to work with you. And pay you. Moore helps clients stand out as thought leaders, experts, and trend setters. If you’ve been listening to The Un-Billable Hour (celebrating its 200th episode right here), you know the value of podcasts. Maybe you’ve been that captive audience listening on your commute or your morning jog. Learn to become a sought-after guest and to turn those appearances into revenue. These are tips some traditional marketing agencies don’t want you to hear. Don’t hide your business or your expertise. You have wisdom to share, so get out there and shout. Reach new audiences that want to hear from you and hire you. Ask us anything for the Community Table. Leave us a question online Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern

In this episode’s discussions around the Community Table: Growth is the big issue firms repeatedly face. Set reasonable expectations and know what you want. Is it revenue growth? Why? Is it a lifestyle? What does that look like? Growth without a destination in mind is a fool’s errand. As Christopher says, “Clarity of purpose aligns everything.” It’s vital to start planning for the future when you know your firm is at capacity, but you just can’t justify hiring more staff (yet). You feel pressure to expand, but you’re afraid of overextending. Make a detailed plan, don’t guess, and trust the process. Burnout. There’s no reason or excuse for it. Burnout stems from unreasonable expectations for yourself and others. Know your limits. Running yourself into the ground to meet unreasonable demands helps no one. Not you, and not your clients. Mentioned in This Episode: Ask us anything for the Community Table. Leave us a question online Join the next Community Table live. What’s on your mind? InfoTrack InfoTrack Legal Up 2025 Clio Legal Trends Report Cliocon 2025

When running a law firm, it’s vital to know what’s important. Results? Production? Call it “everything.” When we explore the future of law, it’s important to talk about the whole picture. Today, that means AI, money, financing, and results. Guest Dan Lear, VP of Partnerships at InfoTrack shares his insights. It starts with understanding the “hemispheres” of the brain and understanding yourself and how you think. The world is moving from a “left brain” logical type of approach to a more holistic, creative approach, tapping unconventional, big picture skills. The narrow approach learned in law school and practiced in the past is due for an upgrade. There’s a lot going on. Will AI make you more productive, or will it jam you up? Understanding today’s legal landscape and the new era of work demands your attention. Lear digs into how fast things are changing. AI is rewriting the very tech we use, and you can’t escape it, only keep up. Take a new look at the future of work, and, equally important, the future of money, outside funding, and the practice of law as a business. Join the next Community Table live. What’s on your mind? Mentioned in This Episode: Clio legal software Clio, Daily Matters, “Dan Lear, Chief Instigator of Right Brain Law” Avvo Daniel Pink, author Mycase Smokeball “The Free-Time Paradox in America,” The Atlantic, Derek Thompson Books by Ray Kurzweil, Amazon The Matrix, trailer “The End of Lawyers,” Richard Susskind Claude AI “The Prize,” on Amazon Legal Talk Network team

Host Christopher T. Anderson and team are at the Community Table. Real answers, no script. In this episode, a job candidate is a great cultural fit but doesn’t have the skills. And, what about an employe who doesn’t communicate like you? EPISODE NOTES: In this episode’s discussions around the Community Table: A law firm owner finds an associate candidate who seems like a good “culture” fit and has great qualities. There’s potential, but not the experience and skills for this position. Does the firm take a chance and invest, find another role for the candidate, or look for a more polished attorney? What to do with an employee who doesn’t fit the office culture and struggles to communicate with coworkers? Even worse, efforts to develop communication skills fall flat. Can this ever work out? Christopher’s insights will surprise you. Where do you stand on the old mantra “hire slow, fire fast?” The panel challenges assumptions and adages that somehow seem to hang on. Ask us anything for the Community Table. Leave us a question online. Join the next Community Table live. What’s on your mind? REFERENCES MENTIONED: “Extraordinary Attorney Woo,” Wikipedia Malcolm Gladwell’s Revisionist History podcast Clio Legal Trends Report Cliocon 2025

AI is real and it’s rapidly advancing the practice of law. Guest Austin Brittenham is the co-founder of the legal AI company 2nd Chair. As an attorney, he recognized the inefficiencies that plague the legal profession and put his background in computer tech to work to create an AI platform that both recognizes the unique challenges facing lawyers – including security and confidentiality – while speeding workflow and maximizing output. AI has been put to work in a lot of "lawyer-adjacent” areas of law such as web design, intake, and billing, but Brittenham recognized the need for a model that helps lawyers practice actual law. He says AI won’t replace lawyers, but it may change how lawyers are viewed. If AI can automate mundane tasks, such as drafting paperwork, attorneys may be able to get back to their traditional role of a true “counsellor,” providing meaningful guidance. Hear about what’s coming in the future and, more importantly, what’s here now. Start slowly, learn the state-by-state rules, and see where you can get in the game. If you’ve been curious about AI and how it will change the practice of law, you’ll want to catch this episode. Mentioned in This Episode: Join the next Community Table live. What’s on your mind? “The Singularity Is Nearer: When We Merge with AI,” by Ray Kurzweil “The Singularity Is Near: When Humans Transcend Biology,” by Ray Kurzweil ChatGPT Microsoft Copilot AI Clio legal software LexisNexis ThomsonReuters CoCounsel AI

In this episode’s discussions around the Community Table: To meet client demand, firms are exploring alternative fee structures, such as flat-rate billing. Clients are paying for results, not hours. Today’s tech, including AI, can make your firm more efficient and settle cases faster. Hear how you can experiment with different fee structures and where they may, or may not, work. Do you need a real receptionist, or can you get by with an outsourced, virtual one? There can be advantages. Clients today expect more, including 24/7 availability. Virtual receptionists can be available around the clock, and modern technology can offer lower costs, greater capacity, and add-ons such as multiple languages. As your firm’s footprint expands, you may consider opening an office in a new territory. Dig into the pros – and many cons – of expanding your reach and the creative alternatives to physical office space (even sending a ride-share company to pick up distant clients and bringing them to you). Mentioned in This Episode: Ask us anything for the Community Table. Leave us a question online! Join the next Community Table live. What’s on your mind? Clio Legal Trends Report Previously on The Un-Billable Hour, “No More Billable Hours: The Move To Value-Based, Results-Based Pricing” Posh virtual receptionist Ruby virtual receptionist Cliocon 2025

In this hands-on, in-the-trenches episode about real business development, learn the secrets to acquiring and signing new clients from law firm advisor Steve Fretzin, author of the new book “Be That Lawyer: The 101 Top Rainmaker Secrets to Growing a Successful Law Practice.” Fretzin, an accomplished author, business strategist, and podcaster, works with law firms big and small to help them prioritize goals, build their business, and achieve measurable, repeatable successes. Business development is more than buzzwords such as “branding” or “marketing,” it’s about the entire, intentional path to creating a business that is always growing, always producing. It’s the process of becoming the lawyer that everyone knows and everyone goes to: a rainmaker. As Fretzin says, “Be that lawyer.” Hear about “sales-free selling” with a thoughtful, insightful approach to learning what clients need before you start pitching a service. Develop a checklist, a map, for building your business that you can put to work today. Developing a business can be confusing, with a lot of moving parts. Fretzin explains how it all comes together. Mentioned in This Episode: Books by Steve Fretzin Previous appearance on The Un-Billable Hour, “Business Development: Planning and Practicing” Join the next Community Table live. What’s on your mind?