I.  How to Effectively Choose an Area of Concentration

•Advantages of focusing on one area of practice

•How to develop an area of concentration

•Disadvantages and risks in developing an area of concentration

•How specialized should I become?

•Marketing my area of concentration

•Use of referral fees to develop a field of concentration 

II.  Marketing Your Practice

•Eleven ways to distinguish your practice

•Marketing tools

•Key ingredients of a successful marketing effort

•The power of cross-selling

III. Technology - Blessing or Curse?

•Hardware and software options

•Is your productivity increasing using technology?

•Document assembly systems

•Technology trends

IV. Practice Management - Managing the Delivery of Legal Services

•Associate training, supervision, evaluation, development and compensation

•Effective use of legal assistants

•Role of support staff

•Trends in management

•Role of practice groups

V. Value Pricing - The Demise of the Hourly Rate

•Determining the reasonableness of a fee

•Advantages and disadvantages of various fee arrangements, i.e., hourly rates, fixed fees, contingent fees, modified contingent fees, retainers, etc.

•Task-based billing

VI. Partner Compensation Systems - You Get What You Reward

•Hallmarks of successful compensation systems

•Compensation criteria

•Types of compensation systems

•Bonus or incentive compensation

•Who decides?

•Other issues that impact upon compensation

•Partner performance appraisal systems or peer review

•Criteria used to evaluate a partner 's performance

•Unproductive partners and associates

•Increasing write-offs

•Soft work

•Hoarding of work

•Increase in non-billable hours

7.2 WVMCLE credits, including 7.2 law office management credits

Compact Disc Seminar Sale with Written Handout