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

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.

 

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