Module 6
The business of practice: time, targets, money and progression
Law is a profession and a business. A practice that does not earn enough cannot pay its people, insure its work or serve its clients. Lawyers feel this as targets, time recording, pressure to win work and a career ladder with a narrowing top. Many are surprised by it, because law school taught the law and said nothing of the business. This module explains how practices make money, what a billable target means once it is turned into a real week, how progression usually works, how lawyers win and keep clients, and why wellbeing is a professional matter, not a luxury. It builds on The Firm’s Money and Matter Economics and Pricing, and it does not give pay figures, which differ too much to quote.
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