The quality of your clients is the difference between having a firm that survives and a firm that thrives.
Stop and think about it and you realize that the top 20% of your clients generate 80% of your profit. These are your Best Clients. Conversely, the bottom 20% of your clients cause 80% of your headaches.
This is typical for most law firms.
The secret to earning more is replacing the bottom 20% with more of the top 20%. Do that and you earn more without working harder, changing how you operate, or how you produce for clients.
The problem is you can't merely fire your bottom clients. You'll just end up with more of the same unless you can attract more of your Best Clients..
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