As COVID-19 has pushed courts to function on voice and/or video calls only, mediations and depositions, among other proceedings have followed suit. There are many attorneys out there who are worried about what these things mean for their billable hours. Before these technological tools came into play as frequently, attorneys would receive a lot of billable time traveling to and from court, depositions, and for participating in mediation with clients. The use of voice and video calls has enabled these things to happen without taking up as much attorney time.

Too many attorneys out there, it can be seen as a direct hit to their wallets. Or, for the attorney at a firm, increased pressure to meet their billable hours. Looking through that lens those things are true. However, three things:

First, you’re likely going to have to get over it.

I say get over it because unfortunately, this pandemic is not going to end overnight. And once it does, most business folks agree, we may never entirely go back to normal, both because of this virus and the realization that there will inevitably be other, potentially much worse ones to come. Attorneys must also realize that their client’s expectations will also begin to shift. They too, have been forced to function virtually and many will realize that their dollars are better spent having their attorney appear using conferencing. My fear for attorneys is that once the pandemic has subsided, resistance to doing business this way will be met with contention from clients.

Not many attorneys are in a position to turn down good-paying clients. Many attorneys will have to face the reality that this is probably the way things will be from now on. And, if you were in the client’s position you would certainly see the efficiency benefit of these modalities and expect counsel to attempt to utilize them whenever practicable moving forward.

Second, this can actually be an opportunity for you.

While the loss of billables is unfortunate, it’s like anything else that impacts you––that is, it’s how you look at it that will matter. If you really want it to affect you less, you’ll have to look for opportunities to change it.

There’s a concept I’ve learned from entrepreneurs over the years that I’ve tried to apply: The concept is making more hours in the day to achieve the things you need to. You can always make more money, but you can’t make more hours in the day. You can flex time though, by adjusting your schedule, delegating certain tasks that you don’t necessarily need to do yourself, like having someone else do the shopping for you, or condensing tasks whenever possible. As I write this blog, I am meal prepping the next couple days for myself and doing laundry all at once. If I leave the house to do one errand, I try to do as many as possible. Less unnecessary trips means more time to accomplish the important stuff!

In these circumstances, what attorneys now lack in billables, they can make up for in time to change their business, maybe for the better! Now, there is less time being spent traveling to and from court, meetings, depositions, etc.

So, what will you do with that time? Whether you are a solo practitioner or at a firm, I must urge you to begin devoting some of your time towards networking. Whether or not you do paid ads, word of mouth referrals and networking are still some of the most effective ways to expand your client base. I highly recommend joining a group that is exclusive (only allows one member per category; eg: plumber, carpenter, immigration attorney, employment attorney), as well as one that is more attorney focused. Networking groups that meet weekly are most ideal. Meeting once a month is a little comradery and exchanging business cards, whereas meeting weekly with a core group is about stronger relationships and trust. How well do you think others will understand who you are and how to look out for referrals for you if you only see them monthly? It’s too difficult for people to remember. General networking groups are also a great way to tell people in other professions who know little about legal work what kind of law you practice, how you can help people, and who your ideal clients are.

Ask, give, and you shall receive.

If you are in a multi-member firm, what better way to add value to yourself and the firm than to bring a fresh stream of clients. Most firms are pretty willing to cover the cost of your membership as well. If you are just starting out on your own, or just not getting the amount of clients you want/need, it is well worth your money to get with a good group of people who are a.) willing to get to know you and refer you clients, and b.) also small business owners who are uplifting each other with more than just referrals. The sense of community is the gift of networking that I didn’t know I needed and would get when I started.

In general, your practice would benefit from networking and other methods of business development. Make it part of your schedule, just like workouts (you should be doing those, too––at least for health and mental clarity). Is your online presence up to snuff and bringing you business? If not, yesterday would be the time to change that. I’ve had to do this myself!

While the changes we’re going through present a challenge for my attorney friends out there, in many ways attorneys will benefit from the pandemic compared to other industries. There are folks out there right now making much harder pivots than you’ll have to, particularly in restaurants, travel, and commercial real estate. Making some small changes could be enough to help you get by better during this time, or it could be an amazing transformation in your business you never saw coming. There’s never a downside in trying to turn a little extra time into an opportunity.