How To Solve The 3 Biggest Problems of Solo Practice

I have been working as a solo for nine years. It’s crazy to say that, because it feels like just yesterday that I started on this journey.

Since opening my firm right out of law school and working my way up to running a successful practice, I’ve learned a lot about what it takes to solve some of the biggest problems solos face. In fact, I realized they’re a lot easier to solve than most people think. You just have to change how you’re thinking about them.

Here they are, and how to solve them:

1. Revenue Tied to Time → Offer Value-Based Pricing The billable hour is a relic that undervalues your expertise and caps your earning potential. The better you get at your job, the more money you lose. Instead, price your services based on the value you deliver to clients. A trademark registration that protects a million-dollar brand is worth far more than the few hours spent filing it. When appropriate, bundle related tasks, create fixed fee packages for common matters, and price for outcomes. You’ll work less while earning more, and clients will be happy.
2. Uncollected Fees → Get Paid Upfront The days of billing the client after the services are rendered need to end. It creates cash flow problems, strains client relationships, and wastes valuable time on chasing clients down for collections. The solution is simple: require advance payment for all services. Set up clear terms in your engagement agreements, accept credit cards, and offer payment plans that collect funds before the related service is rendered. Your clients will respect the clear boundaries, you’ll get paid for all the work you do, and you’ll never chase down another invoice.
3. Poor Lead Quality → Client-Centric Marketing Stop marketing your credentials and start speaking to your ideal client’s needs. Rather than listing your law school and bar admissions on your website, create content that addresses your target client’s specific problems. Share case studies, explain common pitfalls they may face, and demonstrate how you’ve helped similar clients succeed. Quality leads will find you when you speak their language.

See? That wasn’t so hard.

You’ve got this.