Table of Contents

Foreword
    Peter Zeughauser
Preface
About the Author

Chapter 1: Introduction

1.01	Improving the Relationship
1.02	Preventive Medicine
1.03	The History of Credit
1.04	Different Perspectives on Debt
1.05	You Are Not a Victim
1.06	Action Plan

Chapter 2: Introduction

2.01	From the Beginning
2.02	The Intake Interview
2.03	Extending Credit
2.04	Creating a Credit Application
2.05	The Lawyer as Sleuth
2.06	Creating a Credit Policy Approve Clients Determine Lines of Credit Set Interest Rates
2.07	Action Plan

Chapter 3: Acceptance of Representation

3.01	Fee Agreement
3.02	Engagement Letter
3.03	Withdrawing
3.04	Action Plan

Chapter 4: Informing the Client

4.01	Increasing Contact
4.02	Informing the Client
4.03	Obtaining Consent
4.04	Action Plan

Chapter 5: Budgeting

5.01	Reasons for Budgets
5.02	Creating a Budget Know Your Case/Matter Educate The Client
5.03	Agreement from Clients Client's Right to Know The Client Is an Integral Part of the Process The Buyer Has Final Approval
5.04	Payment Concerns Determine Client's Ability to Pay Get Retainer in Advance
5.01	Action Plan

Chapter 6: Pricing as a Two-Way Contract with the Client

5.01	Pricing Is a Two-Way Agreement
5.02	Responsibilities of the Lawyer
5.03	Responsibilities of the Client
5.04	Consequences Account Aging Report Firing the Client Collection Efforts Filing Suit
5.05	Action Plan

Chapter 7: Billing

7.01	Keeping Records
7.02	Keeping Time Management Tool Justification of the Fee
7.03	Periodic Billing Monthly Billing More Frequent Billing Positive-Result Billing
7.04	Billing Details
7.05	Impact on Collections
7.06	Marketing Opportunities
7.07	Action Plan

Chapter 8: Technology

8.01	The Role of Technology in Accounts Receivable
8.02	Factors to Consider Before Updating Technology Needs Analysis Conversion Training Tech Support Staffing Reporting Hardware Interfacing with Other Programs Buy-In
8.03	What Accounts Receivable Technology Looks Like
8.04	Action Plan

Chapter 9: The Collection Process

9.01	Overview
9.02	Review the Terms of the Agreement
9.03	Review the Local Rules of Professional Conduct
9.04	Create a Written Policy Credit Policy Sample Client Forms Collection Terms Collection Schedule Collection Letters Letters to Accompany Telephone Calls Overdue Account Form and Monthly Reports Compliance Policy for Lawyers
9.05	Assigning Responsibility for Collections
9.06	Accounts Receivable Reports AR Aging Report
9.07	Accounts Receivable Clerk
9.08	Contacting the Client Call Sheets Dial and Smile Calls and Letters in Tandem
9.09	Obtaining the Information
9.10	Discounting the Bill
9.11	Action Plan

Chapter 10: When In-House Collection Fails

10.01	Cutting Your Losses
10.02	Efforts from the Firm
10.03	Collection Agencies
10.04	Filing Suit Required Activities Insurance Company Review the Statute of Limitations Review Your File
10.05	Winning
10.06	Action Plan

Chapter 11: Final Words

11.01	Benefits from a Better Collections Process
11.02	Merchant Account
11.03	Collaborative Relationships with the Accounts-Payable Department
11.04	Knowing Others in the Client's Organization
11.05	Conclusion

Appendix A

New Client Intake Form-Sample 1

New Client Intake Form-Sample 2

Commonly Used Financial Ratios During

Intake Process