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Un-Billable Hour: Business Management Strategies for the Busy Lawyer Around the Community TableBusiness Management Strategies for the Busy Lawyer Author: Legal Talk Network
Managing your law practice can be challenging. Marketing, time management, attracting clients and all the things (besides the cases) that you need to do, but aren't billable. Welcome to this edition of "Un-Billable Hour" ...the law practice advisory podcast! This is where you'll get the information you need from expert guests and host Christopher T. Anderson. Language: en Genres: Business, Careers, Management Contact email: Get it Feed URL: Get it iTunes ID: Get it Trailer: |
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A Seat at the Table: Maximizing the Value of Non-Attorney Salespeople
Episode 217
Tuesday, 12 May, 2026
In this episode of the Un-Billable Hour’s Seat at the Table: Get past the stigma: Law firms sell a service, and that’s no different than any other service business. It makes sense to hire a sales pro to find and sign customers What makes for a good non-attorney sales pro? What skills do you look for and where do you find them? Attorneys practice law. They aren’t trained in sales. Don’t waste time giving free advice during a “consult.” Let a sales professional sign the client, then focus on solving their problem. Take a “seat at the table,” with host Christopher T. Anderson and guests Rob Leitner and Elliot and Erik Alicea, experienced pros in building and running successful law firms. In this episode, law firms have grappled for a while with the idea of employing non-attorney salespeople to drive leads. That discussion is probably over, it’s time to talk about maximizing the value of these sales professionals. Let’s remove the stigma, law firms sell services. And lawyers aren’t salespeople. Hire a pro. Whether you call them salespeople or client/attorney liaisons or whatever else, the job of non-attorney salespeople is to welcome clients to the firm while ensuring the firm is a good fit for them, and the clients are a good fit for firm. But who are they? Where do you find them? Remember, this is the face of your firm. You’re looking for “personality plus,” meaning empathy, an understanding of the firm’s role and culture, and conversation skills. They don’t need legal skills, they need sales skills, that might include pros from high end car dealers or luxury item sales, even real estate professionals. In this episode of the Un-Billable Hour’s Seat at the Table, our panel of practice management and marketing professionals share inside tips for finding non-attorney sales pros to represent your firm, how to train them, and how to turn that hire into profit. Mentioned in This Episode: Dyson Vacuum Commercial, YouTube Clio ClioCon 2026, Oct. 26-27, 2026 Legal Talk Network Unbillable Hour
