Getting Paid What You Deserve While Running A Law Practice - Above the Law

"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."

"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."

Many lawyers feel uncomfortable following up on unpaid invoices despite delivering clear value. Treating invoice outreach as a chance to reinforce delivered work and client progress reframes the interaction from pestering to value communication. Training teams to make confident, helpful follow-up calls turns awkward moments into positive client touchpoints. Client confidence can erode when systems fail and communication lapses, producing negative narratives and delayed payments. Implementing consistent communication protocols and robust systems preserves trust and payment timeliness. Shifting collection work away from top-billing lawyers prevents talent misallocation and encourages clear expectations and processes for payment.

Read at Above the Law