Are You Submissive?

Law Firms: Are your lawyers lying on their backs with their underbelly dangerously exposed submitting to their clients’ every whim?

 
For example:

🟣discounting at the mere hint of a suggestion by the client that the price is too high
🟣over-servicing which inevitably means doing work without charging at all
🟣not going back to talk to the client about additional fees when the scope changes because they’re just too darn scared to have the conversation
🟣 billing late because the fees are high, and they’re worried about what the client will say.

Did I miss anything out? Please add in anything else in the comments box.
I am pretty sure that is going on in your firm to some extent or another.
And it’s killing your business or at least costing you a great deal of money.
More than that, it’s also causing your lawyers to be very stressed indeed.
For those firms who genuinely care about their staff and their well-being, it’s a no-no.
They probably won’t even tell you how they feel, because after all, lawyers just don’t admit to weakness, do they?
You cannot ignore the fact that your lawyers studied law; they didn’t study business.

 
💎 What are you doing to develop their commercial awareness?
💎 Do you even give them the most basic training in the numbers and how they work in your firm?
💎Do you know how they feel about their charge-out rate? I.e. are they confident saying this or do they secretly think oh no, that’s a lot, I wouldn’t want to have to pay that. (This has actually been said to me by lawyers).
💎What happens when an associate is promoted to senior associate, for example, and their headline rate goes up?
💎 Does anyone talk to them about this?

In most cases, I bet you cannot answer positively to the above questions.
So, what are you going to do about this?
Ignore it and carry on with your head buried in the sand?
Pay lip service to it?
Or get some help?