Washington Lawyer - May 2019 - 8

PRACTICE MANAGEMENT

HOW TO CHOOSE
THE RIGHT CLIENTS
By Rochelle Washington

hat is the best way to select the best clients?
If you don't choose judiciously, certain cases
will take up more of your time than anticipated, and
the clients or cases will become extremely difficult
to manage. The result? A negative impact on your
practice, staff, and bottom line.

Wise client selection is one of the most important aspects of building a successful small law firm. Knowing when to say no to a potential attorney-client
relationship is crucial. In fact, declining a case is just as important as accepting
one. You may have the pressures of overhead expenses looming and find
yourself anxiously waiting for the next client to call or walk through the door.
Never let this anxiety and pressure cause you to make a less than prudent
decision about client selection.

How can you choose clients and cases wisely? First, create an initial intake form.
The initial screening of a potential client usually takes place over the phone, so
tailor your questions accordingly. It is best practice to have a short intake form
for your law firm to help facilitate productive and limited conversations with
potential clients. Include questions that can help you screen and quickly determine the viability of a case without having to engage in a long conversation
that ends with the realization that you cannot help.
Next, meet with the potential client for an initial consultation. This is typically
a formal in-person interview that allows both you and the potential client to
determine if you are a good fit for solving the problem presented as well as to
gather additional facts and information. Meeting a potential client for an initial
consultation does not mean you have to take on his or her case.
So, who should you consider avoiding?
The Serial Litigant. Always involved in litigation, this person may have even
fired his or her previous lawyer or lawyers and is often good at hiding important
facts from you.
The Chronically Angry Client. If a potential client expresses frustration in
explaining his or her issue, this is to be expected. However, with a person exhibiting heightened signs of anger or hostility, you will eventually be a target of
that anger.
The Rude Client. Clients who are rude can make the attorney-client relationship difficult. The rude client is often a big consumer of your time and attention.
The Deceptive Client. This person will intentionally misstate or withhold information, which makes representing him or her very difficult. Even experienced
lawyers get fooled.
The Unrealistic Client. This client wants an outcome that is unobtainable. If he
or she cannot accept your guidance during the consultation, you may end up
with an unsatisfied and possibly angry client looking to file a complaint.
The Undercutting Client. This type of client expects a lot of free information,
does not value your services, and demands reduced fees and expenses. When
potential clients complain or hesitate about your fees at the onset of representation, you will most likely have difficulty getting them to pay their bills.
The time and effort you invest in assessing whether you should take on a client
or matter is well worth the future headaches your diligence may help to avoid.

iStock

The D.C. Bar Practice Management Advisory Service has helped thousands of
Bar members launch, grow, and manage firms. Its services are free and confidential
under Rule 1.6(j). Assistant Director Dan Mills can be reached at 202-780-2762
or dmills@dcbar.org; Senior Staff Attorney Rochelle Washington is available at
202-780-2764 or rwashington@dcbar.org.

WASHINGTON LAWYER

MAY 2019

https://www.dcbar.org/

Washington Lawyer - May 2019

Table of Contents for the Digital Edition of Washington Lawyer - May 2019