Want a Successful Solo Practice? Stop Working So Much

“The Only Way to Run a Successful Solo Law Practice is to Work 90 Hours a Week”

This myth is deeply embedded in the legal profession. Walk into any solo law firm and you’ll hear the same story: success requires sacrifice. You need to be available 24/7, handle every aspect of your business yourself, and essentially live at the office. Owners proudly wear their 90-hour weeks like badges of honor, passing this mindset down to each new generation of lawyers.

But here’s why it’s completely wrong.

Running a Successful Solo Practice Requires Smart Work, Not More Work

I run a successful solo practice working less than 20 hours a week.

When I first started my practice, I believed the myth too. I thought I had to answer client emails at midnight, draft documents on weekends, and manage every detail manually myself – from bookkeeping to drafting. Then I had a revelation: I wouldn’t be running a law practice; I would be running myself into the ground. The breaking point came when I realized I would be working more hours but making less money. If my revenue was directly tied to my time, it would create a ceiling I could never break through, no matter how many hours I worked. It also meant I couldn’t be a client of my own business.

Believing this myth isn’t just wrong – it’s actively harmful to both lawyers and their clients.

Here’s What You Should Do Instead

Stop selling your time and start selling solutions.

The key is to completely restructure how you think about your services. Instead of tracking every six-minute increment of your day, package your expertise into clear, value-based solutions. This means understanding exactly what problems you solve for clients, creating service packages that address those problems comprehensively, and pricing based on the value you deliver – not the time you spend.

Here’s how to make the shift:

Tip #1: Identify the specific problem you solve for clients. Don’t say “I handle estate planning.” Instead, say “I help business owners protect their companies and families if something unexpected happens.” This clarity helps clients understand your value immediately.

Tip #2: Create tiered service packages that solve that problem. Map out Good-Better-Best options that include different levels of support, documentation, and access. For example: Basic estate plan, Business owner’s estate plan, and Family legacy plan.

Tip #3: Price each element of your service based on value, not time. A business succession plan might include 3 key documents, 2 strategy sessions, and priority processing – each with its own value contribution to the overall package. Collect payment upfront and never chase another invoice.

Remember, lawyers who stay trapped in the billable hour model end up exhausted, burnt out, and still not making the money they deserve. They sacrifice their health, relationships, and joy in practicing law – all because they believe success requires suffering.

There’s a better way. When you shift to value-based services, you create space to serve your clients better, enjoy your practice more, and finally build the practice you’ve always wanted while working less and earning more.