Wednesday, January 31, 2018

Podcast #157: Online Dispute Resolution & Public Interest Design, with Shannon Salter

microphone with caption "lawyerist/legal talk network" below

In this episode Shannon Salter breaks down the technology behind British Columbia’s Online Civil Resolution Tribunal including what it is, its successes and failures, and why designing for the public is different than designing for customers.

You can download a document outlining what Online Dispute Resolution is, as well as a document with multiple case studies on the subject here.

Get it now.

Shannon Salter

Shannon Salter is the Chair of the Civil Resolution Tribunal, Canada’s first online tribunal resolving small claims and condominium disputes. She is also an adjunct professor at the UBC Allard School of Law, teaching administrative law and legal ethics and professional regulation.

You can follow Shannon on Twitter and LinkedIn.

Thanks to Ruby Receptionists and Clio for sponsoring this episode!

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Transcript

This transcript was prepared by Rev.com.

Aaron Street: Welcome to the Lawyerist Podcast, with Sam Glover and Aaron Street. Each week, Lawyerist brings you advice and interviews, to help you build a more successful law practice, in today’s challenging and constantly changing legal market. Now, here are Sam and Aaron.

Sam Glover: Hi, I’m Sam Glover.

Aaron Street: I’m Aaron Street. This is episode 157 of the Lawyerist Podcast, part of the Legal Talk Network. Today, we’re talking with Shannon Salter about British Columbia’s Civil Resolution Tribunal and how to build products for the public at large, similarly in the United States.

Sam Glover: Today’s podcast is brought to you by Law Pay, Fresh Books and Ruby Receptionists. We appreciate their support and we’ll tell you more about them later in the show.

Aaron Street: So, we’ve done this podcast now, for over three years and have provided lots of cool guests and content for our listeners. I feel like we probably, in giving all of that, haven’t done enough asking in return. I think we’ve got such cool ways for lawyers to engage with the broader Lawyerist community, and to help us spread the word about the great guests we have on the show, that we wanted to take a minute and make three asks of you, at our TBD law events that we do every year. We’ve developed a system of having people make unreasonable requests, with the idea that every once in a while, if you ask a group of people to do something for you that’s totally unreasonable and you shouldn’t expect them to do it, that every once in a while they will and that you can have some really great results from that. I’m not sure these requests are unreasonable, but we wanted to make them of you. We want you to be both more deeply engaged with our community, and to help us spread the word about the work we’re doing.

Here are the three things we would love for you to do, if you haven’t already. Number one is to review this podcast in iTunes or Google Play, depending on where you listen to it. Those ratings and reviews both help us have a broader reach within those platforms, but also understand what people like about this show so that we can provide more of that. If you go to Lawyerist.com/podcast, there’s a big button there to click to review the show on one of those two platforms. We would really appreciate it.

Sam Glover: Number two, we have been building out several directories, portals, with information about the kinds of technology products that lawyers need and use. We have a portal for law practice management software, virtual receptionists, credit card processors, time keeping and billing software. Here’s the thing, we really need your input on those portals. Please visit those pages and review the software or the services that you have tried and tell us what you like or don’t like about it. Your input is vital to those pages. You can just go to Lawyerist.com, click on the nav menu under topics and you’ll find those pages. Please find your software and leave a review, we’d really appreciate it.

Aaron Street: Really, not just the software you’re currently using, but any product or service you’ve ever used. Even if you don’t use it anymore, because you don’t like it or it doesn’t work for you, those reviews are useful to other lawyers, too.

Our number three ask is if you haven’t already, we want you to join our community, join the Lawyerist tribe by becoming an insider. It’s a free thing to join, but allows us to engage more deeply with you and understand the needs of your practice and your firms, that we can provide better support to you and so you can get to know other lawyers in our community. To join the insider, again, it’s free. You just go to Lawyerist.com/insider and you can check out. You’ll get some access to free downloads, an invitation to a free Facebook group of some of our favorite people and some other stuff. It’s free and we’d really love to have you join the Lawyerist tribe, as an insider.

Sam Glover: So those are our asks and we’d really appreciate it. Doing this podcast is a lot of fun and this is a great way that you can thank us for it. We’re going to hear briefly from Alexis Martin Neely, who is going to make her case for why most small firm lawyers should consider launching estate planning practices and after that sponsored interview, we’ll have my conversation with Shannon Salter, which I think you’ll love.

Alexis Neely: My name is Alexis Neely. I’ve been in private practice as a lawyer since 2000. I went out on my own in 2003, after working at Munger Tolles & Olsen, as an associate attorney for three years. I realized that the traditional law business model is broken. From 2003 to 2006, I created a new law business model, serving families and small business owners in a new way and built a million dollar practice, while I was also raising my little kids and going through divorce and in my fourth year, worked in that practice just two to three days a week, still bringing in a $1 million of revenue for that year, while I wrote a best selling book on legal planning for families and started doing a bunch of TV and really realized that I needed to teach this model to other lawyers, which is what I do today.

Sam Glover: Great. Alexis, you wanted to tell people, that estate planning is the perfect practice area for most lawyers. I’m a little skeptical, because you say, even if lawyers have never considered it before, they should be doing estate planning, so why? Tell us why.

Alexis Neely: Yeah. There’s really two reasons, two sides to this claim. The one is the impact that you can make on your community. I know that there are so many lawyers out there, who are unfulfilled with the practice of law. They went to law school, they wanted to make a difference in their clients’ lives, they wanted to make a great living. They came out of law school and that’s just not what’s happening. They are tied to the billable hour or they can’t even get a job, or they’re working way too much or they have zero control over their schedule. Estate planning … Or, by the way, they’re not feeling as if they’re really making a difference in their clients’ lives.

Estate planning actually solved all of those problems, when done in the right way. Most lawyers are not doing estate planning in the right way, but when done in the right way it actually makes a huge difference in your community. It is really exciting and I totally did not get that in law school. Most of our Wills and Trust teachers made it seem really boring and dry. It’s not like that at all, when you’re doing it right. You can have complete control over your schedule, and you can make a great living while you’re doing it. You can dial it up or dial it down. You can have a small part-time practice, working from home, totally virtually. You can have a office with multiple attorneys in it, like I did. Today, I have a virtual practice, I don’t have the same office anymore. You get to decide. I think it’s the best practice area because to me, it checks all the boxes, other than going out there and being in litigation. I tried out the litigation thing and while I liked it, I didn’t like having to be in set positions until 11 o’clock at night. I didn’t like dealing with adversarial opposing council, and I didn’t like the woman that I had to be, in order to be a great litigator. I really love the woman I get to be, being an estate planning lawyer.

Sam Glover: Okay. I’m guessing the reasons that you gave for why people ought to try estate planning don’t necessarily resemble all the estate planners practices, who might be listening, or people who dabble in Wills and Trusts. What are the mistakes they’re making?

Alexis Neely: The big mistakes that most estate planning lawyers are making is that they are doing estate planning the way that we were taught in law school, which is forms and documents. You’re right, doing it that way, it does pretty much suck. Not only does it suck for you, it sucks for your clients, too. I learned this first hand when I saw a number of sales estate plans throughout my own life, starting with my own father-in-law, who spent $3,000 on an estate plan when I was in law school. He died and we were stuck dealing with the probate court and his ex-wife. I thought for sure his lawyer must have committed malpractice and then I go to work at one of the biggest law firms in the country and I find out no, this is actually common practice. Then, I survey lawyer throughout the country who are doing estate planning. I find out nope, this is common practice.

That’s when I really began to discover that most estate planning lawyers, or most lawyers who are doing Wills and Trusts, and just dabbling in it, are actually failing their clients. By the way, they’re also failing themselves, Sam. It’s not a great way to practice law. You know you’re not really making a difference. You know that what you’re providing is nothing more than somebody can go online today and do themselves on one of the big document providing services, Rocket Lawyer, Legal Zoom, there’s so many of them today. That is not a way to love your law practice, serving families or small business owners, but there is a way that you can do it. It just requires you to shift the way that you look at what you’re doing for your clients and how you’re doing it. Then, you get to serve families and business owners in your community in a way that has them give you gits, refer you to all their friends, family, clients and colleagues, be so happy to be working with you. That’s pretty rare for us, as lawyers. When you do it right, it actually feels really good to you, feels really good to your clients and lets you have control over your schedule and make as much or as little money as you want.

Sam Glover: If you’d like to learn more about how Alexis thinks you ought to be building your estate planning practice, or if you’re curious and you want to learn how, you can visit estateplanningrules.com. That’s estateplanningrules.com, to learn more and download a white paper that will introduce you to it. Thanks Alexis.

Alexis Neely: You’re so welcome.

Shannon Salter: Hello. My name is Shannon Salter. I’m the chair of the Civil Resolution Tribunal, Canada’s first online tribunal. By way of training, I’m a lawyer and have a history of sitting on administrative tribunals as a decision maker, and also previous tot hat, practicing civil litigation at a Vancouver firm.

Sam Glover: Wow, I am so excited to have you here. Quickly, shout out to Spencer Keys, who is a B.C. lawyer, who I believe you know, who listened to our podcast with Professor Ben Barton and said, “Sam, you’ve got to interview Shannon Salter,” and so here we are.

Shannon Salter: Yes, thank you Spencer.

Sam Glover: I’ve lots of questions, but I think we should probably just start with, what is the Civil Dispute Resolution Tribunal? Is it CRT, is that what we can call it?

Shannon Salter: We can call it the CRT, yes. It’s the Civil Resolution Tribunal.

Sam Glover: What is it?

Shannon Salter: The CRT is the first online tribunal in Canada. As far as we knew, the first one in the world as well. What it is, is an administrative tribunal. We’ve got hundreds of them here in Canda. Each of them have responsibility under legislation for particular kinds of disputes or decisions that need to be made. I think in the U.S., you would call these administrative courts. In Canada, they’re not courts, but they are part of the Public Justice System. The result of somebody that has a dispute, that comes to the CRT, at the end of the dispute resolution process, they get a tribunal order that’s enforceable as a court order. The CRT has jurisdiction over two kinds of disputes, right now. The first are, every day neighbor disputes, that happen in condominium buildings and the secondary of disputes are small claims, $5,000 or under. Small claims is, probably you’re familiar with, are your everyday kind of consumer disputes, debt, contract, personal injury issues, that kind of thing.

Sam Glover: The significance of the tribunal part is that this was legislatively created, not court created.

Shannon Salter: That’s right. One of the things that makes the CRT distinct, compared to other online dispute resolution projects around the world, or ODR projects, are that it is the first one that’s publicly integrated into the justice system. You see a lot of ODR projects, like Modria and others that were really the product of for profit, corporations or not for profit organizations, rather. They operated outside the Public Justice System, to provide people with an alternative to that justice system. That’s been really valuable in all kinds of ways, but in my view, really the potential to really transform the justice system, requires that online dispute resolution and modernization, happen within the Public Justice System.

Sam Glover: Small claim courts are things that we’re all familiar with. It sounds very similar, but is it purely optional or is it the kind of thing where if you want to bring a small claim, the court is going to either demand or strongly encourage you to go through the CRT first?

Shannon Salter: It is … The CRT is mandatory for the kinds of disputes within its jurisdiction. If you have a neighbor dispute in a condominium in B.C., or you have small claims dispute, $5,000 or under, you have to come to the CRT, unless the court gives you an exemption, on a case by case basis. That hasn’t really happened so far, yet. We have exclusive jurisdiction over all of those kinds of disputes, in British Columbia. That doesn’t mean that somebody who is not comfortable with technology or doesn’t have access to a computer, is forced to go online. We offer a variety of ways to engage in the dispute resolution process. We have mail and telephone based services, in addition to online services. One thing that’s really surprised us, is the overwhelming demand for online services. In a nutshell, basically nobody uses our paper forms.

Sam Glover: Wow. From the consumer/user perspective, I’m pissed off at my neighbor because he pulled a tree out of our yard or something like that, that was annoying him and so I want to sue him for the cost of the tree or something like that. How do I even find out about the CRT? Am I likely to walk into court or am I going to be googling how do I sue my neighbor? How will I even find out about it?

Shannon Salter: We know from research that where people go first to find out what their options are, is online, for the most part now. Hopefully, when you google condominium or neighbor dispute, or small claims in British Columbia, our website pops up first. We designed our website and really all of our technology to look very friendly and easy to use. We aim for about a grade six reading level, for all the content we create. Somebody who comes to our website with that kind of issue, first before they file a claim, has to go through something called the solution explorer, which is a guided pathway, or expert system, which is just a tech way of saying it’s an integrated, interactive, questionnaire. We spent a little bit of time, first, with people, or at least our computer system does, helping them to better understand their legal problem and to give them plain language, legal information up front, as well as some self-help tools like template letters that they can use to, for example, send their neighbor a letter outlining their position and offering to resolve the dispute somehow.

Sam Glover: Without even going through the CRT or any other court.

Shannon Salter: Exactly. This is important for a few reasons. One, is that we know that for most people, they will not see a lawyer for these kinds of issues. They may feel very much wronged, but in fact, may not have a legal issue. They have a problem, but not a legal issue.

Sam Glover: Even if they do, it’s way easier to just resolve it.

Shannon Salter: Exactly. The goal of the solution explorer, which is basically we ask you what your problem is, and you select from options and then that tells us what kind of information or what kind of question to ask you next. What it does is allows us to get a pretty high degree of granularity for people’s problems. If you ask people questions online, and you take their answers, it lets you give them very targeted bits of legal information, as well as really targeted tools. The template letter, I talked to you about before, that you can send your neighbor, happens at the end of having asked some questions, and received some answers from the user. That information is used to populate the template letter, for example. We want to get people those tools up front, so that ideally, as you say, they never even file a dispute with us. Even if they have to, our hope is that by having that up front legal information, they can take a more rational or reasonable position in terms of what their next step should be. Is it worth filing a claim? If it is worth filing a claim, what should my position be in the mediation phase, which we haven’t talked about yet, but is really the core of the CRT, is collaborative dispute resolution.

Sam Glover: I want to talk about that, but one thing struck me while we were talking about how people would find it, and they arrive at it. I’m wondering if you spent time thinking about how to give the message that this is an actual official thing. When I’m googling stuff, I land on web pages and one of the first thing I’m always doing with that webpage is, is this real? Let’s face it, your website looks a lot more like something I would expect to see from a fairly tech savvy startup, than from court system. When I went to visit it, I was like am I in the right place? This actually looks too slick for a court. I’m wondering if you considered that.

Shannon Salter: I’m going to take that as a compliment.

Sam Glover: I mean it as a compliment, but it’s also a funny, user, design problem that I hadn’t really thought about, which is if you’re trying to convey officialness, sometimes it can be too good looking and too slick.

Shannon Salter: This is actually something we spent a fair bit of time thinking about, especially because when somebody does file a claim with the CRT, once they determine that we are authentic, and legitimate and file a claim, what we send them is by e-mail, a dispute notice that they then have to serve on the other parties. A dispute notice, too, doesn’t look so much like a court form. It’s actually much easier to understand, it has our logo, it’s pretty clear in plain language.

Sam Glover: Which again is like that’s not what you expect from official documents.

Shannon Salter: Right, and especially if you’re receiving this by e-mail, you may well think this is not actually an official document. We spent a lot of time making sure that we get word out about this. Well before we opened, at least a couple years before we opened our doors, we spent a huge amount of time doing town hall meetings, doing media interviews, webinars with community advocates and librarians, going to all the places where people go to seek legal help and advice and making sure that those intermediaries understand the CRT and can direct people to the right place. A lot of it is an education piece. So far, surprisingly, we haven’t had too much confusion from folks about whether or not this is a “real thing,” they have to pay attention to.

Sam Glover: Thank you, I kind of loved the details about design and stuff like that, that people might not be thinking about. It’s neat that you tried to sort that out. Let me go back to where we were going next, which is okay, so somebody does decide to start a dispute, someone responds and then there’s a mediation, negotiation phase? Say more about those pieces of it. Or did I skip something important?

Shannon Salter: No, you’re exactly on the right track. I should just take a step back and say that we get a lot of attention for being an online tribunal, because I think in the legal world, or the court world, if you do something online it’s very exciting, even though it’s not particularly revolutionary in terms of modern society.

Sam Glover: Throw A.I. in there and people’s brains will explode.

Shannon Salter: The solution explorer is a very basic form of A.I., although we are looking at ways of using A.I. in different ways, as well. In my view, though, the whole online piece is secondary to our greater mission. Our mandate is to provide more accessible, inexpensive, less complicated, more timely, dispute resolution for people. We know that one of the ways to do that is to allow them to participate, wherever, however they are. Using online tools is a good way of doing that. Another good way of doing that, though, is by helping to support people to reach an agreement wherever possible. This is important because we know that people tend to be more satisfied with problems that they solve by agreement, rather than having a tribunal member, like me, or a judge even, make a decision. We also know they’re more likely to stick to their side of the bargain, if they reach an agreement, rather than even if they are subject to a court order, which is a bit surprising. We really try and support people along the way, to reach an agreement, using as few of their resources and as few as our resources as possible, in the early stages. The solution explorer that I described, that question an answer thing, is automated. It doesn’t cost the user anything and it doesn’t use any of our staff time.

The next phase, though, is a negotiation phase. That’s where the parties have filed their claim, they’ve responded and then they’re invited to enter the neutral, virtual forum, where they can basically start talking. Surprisingly, that resolves a considerable number of disputes as well, even though there are no staff members involved at this point. Just providing people with a forum where they can discuss the issue, is pretty effective in certain kinds of cases.

Sam Glover: Does that mean they can invite their opponent, as it were, in and they have a private kind of chat room?

Shannon Salter: That’s right, except we’re the ones that do the inviting, or at least our computer system does. Once a dispute is filed, our computer system will send an e-mail to both parties, inviting them to come into this neutral chat room and start to talk. We incentivize that by waiving the fee for creating an order, if they’re able to reach an agreement. Basically, it’s very low intervention on our part. They’re doing this, while they’re waiting for a mediator to be assigned. It doesn’t take any additional time in then process, but it makes the best use of these natural pauses in the dispute resolution process.

Sam Glover: I notice on the website that you have some language about abusive behavior. I imagine that on the one hand, not being face to face might be very helpful in facilitating an agreement, but I can also imagine being a person who has spent a lot of time on the internet, that it could go wrong and people can kind of be assholes to each other. Does that happen a lot?

Shannon Salter: It hasn’t happened very often. I think we all seen the comments sections for various blogs and newspapers and have that anxiety. I think a key difference there is the anonymity that sometimes encourages people to behave badly online. People are not anonymous in the CRT process. They also are aware that CRT staff are occasionally monitoring these chats. We also have, as you pointed out, codes of conduct for our participants and if they breach those, there could be consequences. They can be subject to a non-compliance order from a tribunal member, they’re participation in the process can be limited and there could be other cost consequences, as well. We have tools to make sure that people adhere to the rules of the tribunal, and treat each other respectfully. We have a zero tolerance for harassment and bullying. I’m happy to say that hasn’t happened very often. If that does happen in the negotiation phase, people start getting too heated, there is a button to report abuse and then the negotiation phase is just paused until a mediator can come in and start mediating.

Sam Glover: How long does that typically … Does the self negotiation, or self motivated negotiation go before a mediator is assigned? How many mediators are there? Is this a big pool or are a lot of things getting resolved before that?

Shannon Salter: I’d say a small percentage of cases are being resolved in the negotiation phase, but that’s its early days. We only rolled out that feature a couple of months ago. We’re experimenting, we’re doing a lot of AB testing, and we’re learning a lot about that. There is a waiting period, for a mediator to be assigned. We have about 14 or 15 mediators and we’re hiring more every few months. People do need to wait, typically about four or five weeks, for mediator to be assigned. We call them facilitators in our world. Once the facilitator is assigned, that person will go in and start communicating with the parties. It’s very, very flexible. For example, if two parties are in a dispute and one of them is only really comfortable on the telephone, and the other is sort of happy to be online, the facilitator will likely organize a telephone conference call because that’s what’s most comparable for both of the parties.

Similarly, the facilitator can accommodate all kinds of different schedules. If you have a single parent who has a day job and kids and is only really available to respond or work on a dispute in the evening and they’re in a dispute with a shift worker who has a totally different schedule, that’s fine. That’s one of the ways that using online tools offers people more accessibility and flexibility because people can go in and respond when they need to. The mediation there might happen through our online portal or through e-mail.

Sam Glover: I was going to ask you about the technology that powers this and it sounds like it is mostly a communications platform. Does that sound right?

Shannon Salter: That’s certainly one of the assumptions. It’s also a case management platform. It has this artificial intelligence component. Pulling back the curtains, the CRT software is built on salesforce.com. I’m not sure if you’re familiar with Sales Force.

Sam Glover: yeah, definitely.

Shannon Salter: For your listeners, who may not be, it’s a customer management database software. It’s designed primarily for E-retailers. If you think about it, the kind of information that yo need to collect in that context, it isn’t that much different from what a court needs to collect for a case management system. You’ve got names and addresses and file details and documents that need to be attached. You have tasks that you need to create for staff members. That’s the cloud-based software that powers the CRT. What the Ministry of Justice in British Columbia has procured to build, and this is pretty much entirely built now, is two lightweight pieces, or web applications that integrate with Sales Force. One powers that solution explorer question and answer platform I talked about earlier and the other one, as you say, has a big communications function. It includes our online intakes form, different tools for citizens to take different steps in the life of their claim, includes evidence handling, case management functions, the negotiation platform, that kind of thing.

Sam Glover: Is this something that you’re constantly developing or was this built and now you’re using it and at some point in the future, you’ll do an update?

Shannon Salter: No, we use an agile development process. It’s never going to end, probably. I think that’s a good thing.

Sam Glover: Absolutely.

Shannon Salter: We do a huge amount of user testing. I can describe our process with that, if you’d like. I think it’s different to undertake rigorous user testing, when you’re developing software in a public justice system, versus a private software company, the [inaudible 00: 26: 27] market for example. None the less, user testing is obviously extremely important and we’ve done tons of it. We keep doing tons of it. We’re really committed to continuous improvement and also ruling out software in a thoughtful kind of incremental way. We started with the solution explorer, we rolled that out in beta. We opened our doors for these neighbor disputes, with a pretty limited set of technology. As we keep moving forward and keep learning more, we develop different functionality and keep rolling that out in an agile way.

Sam Glover: So many questions, but we need to take a break, to hear from our sponsors. When we come back, I think rather than just geeking out on your design process, which I would ordinarily do, I think I want to talk about how you measure success and then talk about the implementation process, how you got this done and how someone might replicate that. We’ll be back in just a few minutes.

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Okay, we’re back. Like I said, I’m tempted to ask you all about user testing. I am curious about that. Maybe just a couple of things about what’s different about user testing in a public environment, because you dropped that and to me that felt like a meaty thing that I wanted to dig into.

Shannon Salter: I think there are some key differences. Going back to what I said at the beginning, the private ODR software companies, or even not for profit ODR projects, have some key differences from a publicly integrated one like ours. One is that a private software company, can pick its market segment. It can decide this product is for middle-classed users who have this particular education background and that particular skill set. When you’re designing technology for the public justice system, you don’t have that luxury. It has to work for everybody. You have to account for everybody, including the most heavily barriered, marginalized user, all the way up to somebody who files 50 disputes a day.

That really drives the way that you do user testing, or at least it drives the way that we do user testing. The way we do user testing, in a whole variety of different ways, but one key continuity is that we always start with the most heavily barriered users in society. We always start with community legal advocates, who serve clients who may be low income, may have mental health issues, may have addiction issues, may not speak English as a first language, may have a physical disability. We have a very generous roster of advocates who are the first step, whenever we design anything new. This could be technology, like the negotiation platform, but it also can include things like our forms, our rules, a new policy on fee waivers, for example. We always start with them. They always are always very generous with their feedback. We make a pile of changes based on their feedback.

Then, we move on to mainstream public testing. We recruit members of the public to test all of these things as well and give us feedback and then we make a ton of changes there. We end with the lawyers, that we test with. Other, more sophisticated, actors in the justice system.

Sam Glover: Really, lawyers don’t actually have much of a role to play in this.

Shannon Salter: They don’t, and our assumption is that if it works for the most heavily barriered members of our society, it will absolutely work for lawyers.

Sam Glover: That sounds a lot like Microsoft’s accessible design principals, which is exactly what you just stated. If you solve the hardest problems by designing for the most challenged people, the rest of it will pretty much take care of itself.

Shannon Salter: I think that’s true. That certainly worked for us and it’s worked, not only to design really simple software and simple forms and simple rules, but it also means that we’ve been able to build a lot of trust with people who haven’t always been well-served by public sector technology. Sometimes it felt quite disenfranchised by it, in fact. That’s been really valuable for us as well. We managed to rub off a lot of the rough edges of the technology before we even start coding. One of the key lessons we learned through watching the solution explorer, is that it’s really tempting, even in an agile process to say, well we’re just going to test that in beta. We’ll wait until beta to figure that out.

Beta is pretty far along. It’s much less expensive and you get much closer to the mark, if you start testing in the conceptual design phase, early with the people who are likely to have the most difficulty. That leads to much more sustainable, usable technology later on.

Sam Glover: It sounds like the order of your testing also, reflects reality. I was having a conversation with a friend, an old family friend, who’s a judge recently. He was expressing frustration about constantly having to deal with pro-say parties. We know each other well enough, that I kind of exclaimed at him, I mean, come on. Only 20% of the people you see are represented. That’s not your core demographic. You need to be building your justice system around the 80% who aren’t represented. I’m a lawyer and I’m an advocate for lawyers and I love lawyers, but I’m also interested in access to justice. I try to advocate for that. It sounds like your system takes reality into consideration, that most of the people using this are not going to be lawyers. Lawyers really ought to be a secondary consideration when you’re designing something meant for the public like this.

Shannon Salter: This is my view, and I absolutely share your perspective on that. I find it very frustrating when lawyers talk about self-represented people as though they are an obstacle to the justice system. If we could just get them out of the way, we can get on with the practice of law.

Sam Glover: Give them a lawyer, any lawyer and then we’ll know what to do with them.

Shannon Salter: Right. As you recognize, that’s not the reality. It’s increasingly not the reality. Moreover, the justice system actually belongs to those people and they’re entitled to use it and it’s not their fault that they come into courthouses and don’t understand the rules of the Latin or the order, or even where to go. Those are design problems. It’s not their fault, they’re not there voluntarily most of them. They wouldn’t chose necessarily, to do this. We know it’s extremely stressful. Our view is, isn’t it our responsibility to build the justice system around the people, to whom it belongs, to go to where they are, to understand that people have a bundle of abilities and skills and challenges and limitations and to account for all of that, while bringing the justice system to them. Sometimes of the physical place, we have big rural areas in British Columbia, as you do in many states in the U.S. as well. Physically, it’s hard to get to the same courthouse for some people.

There’s other challenges, as well, as we’ve discussed. That’s exactly our perspective, is that the justice system belongs to the public. It’s our job, as a public justice entity, to build it around their needs and to make it accessible. That’s what we do through human-centered design.

Sam Glover: If it’s not clear to listeners, who are private lawyers and are wondering if I’ve just thrown them under the bus, this is the exact same design process that you need to go through in your own practices. As Shannon said a minute ago, a private firm gets to choose their target demographic, which private lawyers do, too. Then, you have to design for it. You take your demographic as you find it and yo have to build something for them. I’m now at risk of spending the next hour geeking out with you about design and things.

Shannon Salter: I would definitely go with you, down that rabbit hole.

Sam Glover: Let me switch gears and ask you about success. Especially because of the way you’re doing this, I’m confident that you have been setting targets and trying to assess whether you’re getting to them. When you started out, how were you going to measure success and how has it measured up?

Shannon Salter: It’s an interesting question because it’s a bit of a moving target. When you have a mandate, as we do, to provide dispute resolution services that are more affordable, more timely, more accessible, more proportionate, all of those things. You can think of many different ways that you might measure that. Some of the constants have been, what is the time to resolution? How long does it take? How much does it cost for a person to get there? How complicated is it? How satisfied are people with the process? Do people think the process is fair? How often does the court overturn one of our decisions on appeal? We haven’t talked about the adjudicated phase but if mediation fails, then a tribunal member makes a binding determination and that’s appealable to the courts.

All of those things can be measured and we are measuring all of those things, as well as frankly a million other more granular things as well. Our evaluation framework is highly detailed. I think the key indicators … One of the most important key indicators for me, is how do people feel when they’re going through the process? If you’re designing around the public, and the key is that they are confident in the process and that they think that hey have been treated fairly and they understand what they’ve been asked to do, I think we’re making a pretty big leap forward, in terms of access to justice. We collect all kinds of qualitative data and quantitative data. Some of the qualitative data we collect are through user satisfaction surveys. This is not something that’s typically done in courts or tribunals, here. We ask people, who have gone through the process, not whether or not they agree with the decision, that’s a question for the court on appeal. We ask some questions like, “Did you think that you were treated fairly? Were you treated with respect by CRT staff members? Did you understand what you were being asked to do? How did the technology work for you?”

These kinds of questions … And our satisfaction ratings are really high. So far, about 90% of people say that they feel that they’ve been treated fairly. About 80% of people say that they found the process clear and understandable. I would hazard that that can bare as pretty favorably to the way people tend to feel, going through the typical court process.

Sam Glover: Oh come on, it’s not even close.

Shannon Salter: I’m being diplomatic.

Sam Glover: Nobody feels that good about going through the court system.

Shannon Salter: I guess my point is, the technology is great because it allows you to collect all kinds of data and we use that and analyze that. There’s a story to tell there, as well. I think just as important, is the qualitative data. That effects people’s confidence in the administration of justice. Whether they feel that in a nutshell, they got a fair shake or not, even if they disagree with the outcome. That’s been pretty heartening. We are very cautious and we’re careful to be very humble about this, because it’s always a work in progress. The good thing about all this user testing is that it keeps you really humble and our team is pretty much egoless at this point because we’ve gone back so many times to the public. We had so many cases where some small feature that we thought, collectively, as a group of lawyers and IT professionals, was going to be wonderful and everybody would adore it, only to have the public tell you it’s a disaster and it’s horrible. You should kill it right away.

Sam Glover: I’m still working on that. I’m impressed.

Shannon Salter: I think it’s something you constantly have to keep in check because the temptation is to make assumptions about what the public preference will be and also to get too attached to ideas that you think are great in theory, but just don’t work in practice. Keeping really connected to the public need, through user testing, has been really, really helpful. We keep doing that now, as well. We will never stop doing that.

Sam Glover: Are you able to say anything about the potential burden on the justice system that CRT may have taken up?

Shannon Salter: I can tell you in rough strokes, that when we assumed jurisdiction over small claims disputes, $5,000 and under, in B.C. on June 1st of last year, we anticipated through statistics, that that would take out about 40% of the small claims courts work. In other words, small claims are heavily concentrated at the lower end of the monitoring spectrum. This is born out so far, through our analytics. About 40% of those cases are now taken out of the court system and are being handled through the CRT. That’s important because it allows the court system then, to devote those resources to reducing wait times for criminal trials and family trials, frankly cases where the interests at stake, are pretty important.

Sam Glover: If someone were to try to get something, like the CRT implemented in their own, say, state or county, where would you suggest they start? I know this is legislative so maybe you just start knocking on doors of your legislators. I’m curious how you would recommend people start trying to get something like this done?

Shannon Salter: That’s an interesting question. I seen it start to happen in different ways and different jurisdictions around the world. I mentioned, I think we were on the forefront, but it’s exciting to see that there are projects now, in all kinds of jurisdictions and some of them are being driven by the government, as it was, as with the case here in British Columbia. A number of them are being driven by the judiciary itself. You see that in the courts in England and Wales. You see it in the courts in your jurisdiction in Utah, the Utah State courts are hosting an ODR, small claims project. That was really spawned within the court system.

It can happen, I think, in different ways, but I think the key is having a strong champion, who has decision making authority, who is committed to seeing it through, despite various setbacks and road bumps. It’s never a smooth process. I think the other key important thing there is change management. We spent a huge amount of time, on change management. I think that might be easier as ODR becomes more acceptable and known and has more of a track record anyway. For us, we had to spend a lot of time talking to stakeholders, talking to lawyers, talking to the public, helping them to really understand what the vision is and alleviate some of their anxieties about what it might mean for the justice system.

If your listeners are interested, the National Center for State Courts, Joint Technology Initiative, just released two reports on ODR. One is a set of case studies around the United States and other jurisdictions. The other is a set of recommendations for jurisdictions that are looking at instituting an ODR process. I would recommend both of those reports to you. Not just … Full disclosure, I did sit on the committee that helped write them, but I think they are a solid starting point.

Sam Glover: Very cool. We’ll try to include those links in the show notes. Shannon, thank you so much for being with us today. I really enjoyed hearing about the CRT and how it has been developed, the role that you had in designing it and bringing it to the public, so thank you so much.

Shannon Salter: Thank you very much, Sam. I’ve enjoyed it.

Aaron Street: Make sure to catch next week’s episode of the Lawyerist podcast, by subscribing to the show in your favorite podcast app. Please leave a rating to help other people find our show. You can find the notes for today’s episode on lawyerist.com/podcast.

Sam Glover: The views expressed by the participants are their own and are not endorsed by Legal Talk Network. Nothing said in this podcast is legal advice for you.

Podcast #157: Online Dispute Resolution & Public Interest Design, with Shannon Salter was originally published on Lawyerist.com.



source https://lawyerist.com/podcast-157-shannon-salter/

Podcast #157 Materials

These two documents complement our podcast with Shannon Salter, the Chair of British Columbia’s Civil Resolution Tribunal, about the successes and failures of using online dispute resolution in British Columbia, and how these technologies can be replicated in the U.S. These downloads prepared by the Joint Technology Committee outline what online dispute resolution is, and also offer case studies on the subject.

Podcast #157 Materials was originally published on Lawyerist.com.



source https://lawyerist.com/product/online-dispute-resolution-for-courts/

Sunday, January 28, 2018

Mesothelioma Cancer – Capture It Early To Prevent Huge Difficulty

Mesothelioma Cancer – Capture It Early To Prevent Huge Difficulty

Mesothelioma CancerMany individuals are not aware of Mesothelioma and are uninformed of its signs. Although it is an uncommon type of cancer, each year the number of victims grow exponentially. With the occurrence of this illness rising, it is important to comprehend why and how Mesothelioma occurs and what strategies can be taken in the occasion of medical diagnosis. The following are some concerns and responses that will supply you with information on Mesothelioma. Speaking with a West Virginia mesothelioma lawyer can improve your understanding of West Virginia mesothelioma claims.

Exactly what is Mesothelioma cancer?

 

Mesothelioma cancer is an unusual kind of cancer where deadly (malignant) cells are discovered in the mesothelium, a protective sac that covers the majority of the body’s internal organs. The organs most frequently impacted are the lungs, heart and stomach organs. The most typical type of Mesothelioma cancer is Pleural Mesothelioma— cancer of the lung lining. However malignant cells are likewise discovered in the lining of the stomach cavity (the peritoneum) and the lining around the heart (the pericardium). A mesothelioma lawyer can greatly help your situation, speak with an attorney at the nations leading mesothelioma law firm.

Exactly what triggers Mesothelioma cancer?

 

Mesothelioma is generally brought on by exposure to asbestos. Asbestos are frequently discovered in West Virginia Mesothelioma Lawyerstructure products utilized prior to the mid 1970’s. In addition, products such as pipelines, boiler insulation, flooring, ceiling and roofing tiles might include asbestos. It is thought that there is direct exposure to asbestos in environments such as mills, mines, delivering lawns, some older Navy ships and even in houses which unfortunately leads to mesothelioma cancer. Oftentimes mesothelioma cancer does not happen for years after preliminary direct exposure to this cancer-causing asbestos. 2000-3000 cases of mesothelioma cancer each year are presently being identified. Relative of employees exposed to asbestos can likewise contract this illness through direct exposure to the employee’s clothes. Like numerous other cancers, cigarette smoking considerably increases the threat of contracting mesothelioma cancer. The leading West Virginia mesothelioma law firm is GPW Law.

Just how much asbestos direct exposure will trigger Mesothelioma cancer?

 

Usually, the possibility of establishing this kind of cancer is directly associated to the length of time you are exposed to asbestos. The health threat likewise increases with the strength of the direct exposure to asbestos. West Virginia Asbestos attorneys can be of great assistance.

Nevertheless, a direct exposure of a couple of months can lead to mesothelioma cancer 30 or 40 years later on. At the age of 48, Canadian Member of Parliament Chuck Strahl, was just recently detected with mesothelioma cancer and traces the cause back to altering brake pads on logging devices after he finished from high school. Strahl’s case is a fine example of that Mesothelioma cancer has a latency duration of anywhere from 20 to 50 years. Like countless others he established the illness long after his direct exposure to asbestos.

 Exactly what are the signs of Mesothelioma cancer?

 

Mesothelioma is an extremely subtle type of cancer offering just a few visible signs up until it ends up being exceptionally advanced. 75% of all mesothelioma cases are Pleural mesothelioma cancer – cancer of the lung lining. This kind of cancer triggers shortness of breath and/or persistent coughing that can quickly be misinterpreted for allergic reactions or a cold. Mesothelioma is typically found by mishap when patients are being analyzed for these typical signs. Other signs of pleural mesothelioma cancer might consist of: chest discomfort, shortness of breath, persistent coughing that gets worse in time, tiredness, wheezing, lung infection, hoarseness, weight reduction, problem swallowing, chest or stomach discomfort or blood in the phlegm from the lungs when coughing.

Peritoneal mesothelioma cancer impacts the lining around the stomach and intestinal tracts and can be simply as unsafe and fatal. Signs of Peritoneal mesothelioma cancer consist of: discomfort or swelling in the abdominal area, weight-loss, bowel blockage (clog in the big or little intestinal tracts), anemia (minimized variety of red cell), and fever. West Virginia mesothelioma lawyers are ready to help you at any time.

The beginning of Mesothelioma cancer is normally rather sluggish. Patients will start to experience signs such as lower pain in the back and chest discomfort. Regrettably, when Mesothelioma cancer establishes, it rapidly ends up being aggressive and treatment needs to be looked for right away. Asbestosis is another form of a West Virginia asbestos exposure cancer that is deadly.

Can Mesothelioma be dealt with?

 

Sadly, by the time most contaminated individuals realize they have mesothelioma it has actually stopped being inactive and ends up being very aggressive. Once it is not inactive, this kind of cancer can take a trip rapidly, and this makes it nearly difficult to stop.

While there are treatments that are offered in order to keep the victim as comfortable as possible, there West Virginia Asbestos Exposureis presently no treatment for Mesothelioma, and as many as 75% of those who establish the illness will lose their life within one year. The rest might last for approximately an extra 6 months. Amongst the treatments that are utilized in order to lower the results of the illness are oxygen, postural drain and pain reliever. A wide variety of treatment methods are being checked, varying from efforts to strengthen the body’s natural body immune system to gene treatment which attempts to assault the issue at the DNA level to homeopathy, herbs and acupuncture. However, none have actually yet been revealed to be really reliable once the illness reaches the aggressive phase. A mesothelioma lawyer can greatly help you.

Given the usual bad diagnosis for individuals who do not capture the illness in time, early detection is the best option when battling Mesothelioma. The West Virginia mesothelioma law is complex. If you have operated in a market such as building or believe that you might have been exposed to asbestos, look out for signs and call your medical professional instantly. West Virginia Asbestos exposure is deadly. Like all types of cancer, identifying Mesothelioma cancer at the earliest phase possible significantly increases your opportunities for survival. West Virginia Asbestos attorneys are ready for you.

The post Mesothelioma Cancer – Capture It Early To Prevent Huge Difficulty appeared first on Goldberg, Persky & White P.C..


from Goldberg, Persky & White P.C. https://gpwlaw-wv.com/capture-mesothelioma-cancer/

source https://gpwlawwv.tumblr.com/post/170245509531

Friday, January 26, 2018

How Lawyers Work: Eric Johnson, Divorce Attorney & Aggressively Reasonable

In this week’s edition of How Lawyers Work, we hear from Eric Johnson. Eric is the founder of  Utah Family Law, LLC, in Salt Lake City, Utah, and practices in the areas of family and divorce law. 

You can follow Eric on LinkedIn and Twitter

What’s your elevator pitch?

Think like a judge, not like a spouse. After two decades of practice I realized: (1) what the divorce client wants and/or feels is fair does not matter nearly as much (if at all) as what your judge wants to do and what your judge feels constrained by the law to do, and; (2) divorce clients don’t know this instinctively.

So much worry, effort, and time is wasted on the question: “How do I get what I want out of the divorce?” My mantra is that what you want: (1) is not within your control, and; (2) is not a question that either your judge or the law cares about.

So rather than ask your attorney, “How do I get what I want?” ask these questions instead:

(1) “Given the circumstances of my case, what should I expect to happen in my divorce case, and why?”

(2) “What can and should I honestly do to improve the odds of the case treating me as favorably as realistically possible?”

(3) “How do I do this as quickly and inexpensively as realistically possible?”

(4) Even if you tell yourself and your lawyer, “I just want what’s fair.” The truth is that “what’s fair” bears a striking resemblance to “what I want.”

What apps or tools are essential to your daily workflow?

G Suite—Google Chrome, G-mail, Google Calendar, Google Docs, Google Drive—is essential, as well as Messenger (Facebook) for SMS messaging, and Microsoft Word.

For calculating future dates, deadlines, counting backward, etc., I use TimeandDate.com. I also use an electronic filing portal (Utah State specific).

For hardware, I have a hands-free telephone headset, my cell phone and Bluetooth headset, and three monitors (one for email, one for word processing, one for online search, research, and miscellaneous—like listening to the radio or podcasts).

What does your workspace look like?

One man band. I’m a solo practitioner, but I use Ruby Receptionist to handle my call overflow when I cannot answer the phone myself.

How do you keep track of your calendars and deadlines?

I currently use my Google calendar and a client task list spreadsheet.

I have tried to use a practice management system. I even have a Clio account (I was among the first to use Clio), but I just found them to be more trouble than they are worth from a complexity standpoint. My bookkeeper uses Clio for bookkeeping purposes, but I don’t use Clio for anything myself.

I am going to check out Clio’s current setup to see if it’s worth investing the time and effort to use it more in the management of my practice.

What is your coffee service setup?

None. I’m a Mormon, and Mormons don’t drink coffee, so that’s why I have no coffee service.

What is one thing that you listen to, read, or watch that everyone should?

 Keane. It’s underrated. Tom Chaplin has a voice for ages. Tim Rice-Oxley is a talented composer and lyricist.

The Grapes of Wrath. John Steinbeck has it all—great writing, great story, great staying power.

The Sting. The Sting is the kind of movie I’ll watch at any point it comes on, even if it’s in the middle or just about to end. If you haven’t seen it, you’re deprived.

What is your favorite local place to network or work solo?

Networking is not for everyone. Networking is for those who have the talent for using people without people either feeling used or resenting being used. I have no such talent.

So my networking is my Seth Godinesque: “Here, I made this. I hope you like it.” Meetup.com allows me to reach out to those who feel I can help them, and when it works best the people who find me are those I want to help and they want to help me.

What are three things you do without fail every day?

(1) Contact my clients. Contacting my clients is actually weekly, but I really do contact every client no less than once a week, without fail. It often goes unappreciated, but I know I’m doing something important for them.

(2) Blog—the only way to eat the elephant.

(3) Check my Client Task List. This was not my idea, but it has been one of my most important tools that I use to keep track of all open cases and deadlines (both external and internal). Checking it daily allows me to remember the work I have to do, which helps ensure I do it. As a result, I end up getting twice as much work done as the average lawyer.

Who else would you like to see answer these questions?

Joel Osteen. He’s so perennially positive and upbeat, and it appears to be genuine. If so, I could learn a lot from him. Being a divorce lawyer is hard even for those like me who like the work. Learning to stay positive, yet clear-eyed appears to me to be something Joel Osteen has internalized.

How Lawyers Work: Eric Johnson, Divorce Attorney & Aggressively Reasonable was originally published on Lawyerist.com.



source https://lawyerist.com/how-lawyers-work-eric-johnson/

Wednesday, January 24, 2018

Podcast #156: 2 Critical To-Dos for Your 2018 Marketing Checklist, with Gyi Tsakalakis & Kelly Street

microphone with caption "lawyerist/legal talk network" below


In this episode, Gyi Tsakalakis and Kelly Street identify two things lawyers should do in 2018 to make a big improvement in their online presence.

You can also download Gyi and Kelly’s guide to improving your Google My Business account here.

Gyi Tsakalakis & Kelly Street

Gyi Tsakalakis is the Director at AttorneySync, where he helps lawyers earn meaningful attention online because that’s where clients are looking. He tends to write about legal marketing technology. He misses coaching football and is happy to discuss various strategies and techniques of defensive front seven play.

Kelly Street is the Marketing Director at AttorneySync, joining the team in 2017. She is passionate about all things marketing and small business but is recently focused on content creation and social media advertising.

You can follow Gyi on Twitter and LinkedIn and Kelly on Twitter and LinkedIn.

Thanks to Ruby Receptionists and Clio for sponsoring this episode!

Listen & Subscribe

To listen to the podcast, just scroll up and hit the play button (or click the link to this post if you are reading this by email).

To make sure you don’t miss an episode of The Lawyerist Podcast, subscribe now in iTunes, Stitcher, or your favorite podcast player. Or find out about new episodes by subscribing to our email newsletter.

Transcript

This transcript was prepared by Rev.com.

Speaker 1: Welcome to The Lawyerist Podcast with Sam Glover and Aaron Street. Each week, Lawyerist brings you advice and interviews to help you build a more successful law practice in today’s challenging and constantly changing legal market. Now, here are Sam and Aaron.

Sam Glover: Hi, I’m Sam Glover.

Aaron Street: I’m Aaron Street. This is episode 156 of the Lawyerist Podcast, part of the Legal Talk Network. Today, we’re talking with Gyi Tsakalakis and Kelly Street about how to improve your marketing in 2018.

Sam Glover: Today’s podcast is sponsored by FreshBooks, Ruby Receptionists and LawPay. We appreciate their support and we’ll tell you more about them later in the show.

Aaron Street: Our guest today is my wife and I feel like I have some sort of conflict of interest about doing an intro to such an episode.

Sam Glover: You do and you don’t but this episode is all about her so …

Aaron Street: Are there conflicts of interest between podcast hosts and podcast guests?

Sam Glover: I don’t know, probably. Yeah, probably. She got on the podcast on her own merits so …

Aaron Street: See, that’s the part that’s easy to say.

Sam Glover: But nobody needs to believe me on that one, I guess.

Aaron Street: Okay. Can I assure people I had nothing to do with it? Did I have nothing to do with it?

Sam Glover: You had nothing to do with it.

Aaron Street: Cool.

Sam Glover: I’ll talk about what we’re going to talk about this time. Gyi and Kelly are going to talk about two concrete things that you can do this year to improve your marketing but the question that everyone is going to have in the back of their minds is does it work which is what lawyers love to ask about everything, does it work. I think it’s time to reiterate one of our soapbox mantras which is I don’t know, the answer is in the data. Aaron, how do you think about data when it comes to the question of how does it work or does it work?

Aaron Street: Yeah. I mean, I think there’s this common theme among lots of business people and even, weirdly, among lots of marketers of asking does a particular marketing technique work or not. The decision on whether or not something is working often, in these cases, is about either gut feel or perception or whether it got clients but isn’t about tracking conversion rates and data and ROI. I think building a system for data-driven marketing is probably the lowest hanging fruit for almost all small firm lawyers to improve their marketing. What that means is a couple of different things, one is tracking all of your activities, tracking how people are getting either to your website or calling you on the phone and where they came from and there are different techniques for that, call track numbers, asking people how they heard about you, et cetera, and then tracking the conversion rate of those people contacting you on your website, on the phone to becoming clients. Then if you build that as a tracking system either in a formal marketing tool or just in a spreadsheet, you can, then, backtrack to test which things are working and which things aren’t.

Sam Glover: Yeah. What’s frustrating for me, every time I see a lawyer ask that question, it’s does it work and what they’re asking is did it work for anyone else but what they’re missing is will it work for me. The only way to answer that is to try it and test it to figure out what the results are and then do it and to try it for real.

The other piece of it that frustrates me is when somebody posts will this work for me or does it work, the answer is usually, oh, I tried it for a few days and it didn’t work or I tried it for a week and I got nothing out of it or I spent $500 and I didn’t get anything. The thing is none of that means anything, it’s just out of context for that lawyer, it’s did you learn how to do it properly and implement it well and track it and the data still meant it didn’t work and then how relevant are your results to the results that I might expect from my firm because are we anything alike at all. As Gary V. likes to shout from the stage, everything fucking works, just may not work for you.

Aaron Street: Just might not work for you or it might not work given the techniques you used to use it. Right now, I’m a really big proponent of testing Facebook ads which is not boosting Facebook posts or trying to get likes to your pages, just buying ads on Facebook. I think savvy users of Facebook ads can get leads and law firm clients at really really underpriced rates right now but you have to use it right. I don’t have the answer for you on how to use it right, you both need to spend some time to learn how other people in your practice area or jurisdiction are using it and then you need to test things using data.

Sam Glover: Well, I think that’s a really good jumping off point for, first, a brief sponsored interview with Bin Rii of Smokeball about KPIs and using data in your practice and then we’ll talk with Gyi and Kelly.

Bin Rii: Hi, I’m Bin Rii. I’m the product marketing manager and general consul at Smokeball. Smokeball is a complete legal practice management solution for small law firms. Firms that use Smokeball are empowered to get back to their passion and focus their energies on helping people and their clients and not to get bogged down on the administrative and non-billable tasks that many firms experienced.

Sam Glover: Thanks for meeting with us today, Bin. You’ve got a white paper coming out about small firm KPIs. Although more and more people are starting to understand what KPIs are and why they can be important, I think we should probably start by explaining that, what are they and why do they matter.

Bin Rii: Sure. KPIs, it is trendy, it’s a buzzword these days with small law firms. KPIs stands for key performance indicators and, really, KPIs is, basically, a measurable value that shows you how effectively your law firm is achieving its goals. Another synonym for KPIs might be metrics or even business intelligence.

Sam Glover: Measurables, things like that, yeah.

Bin Rii: Really, no matter what you call it, it’s really measuring how your firm’s health is or how your firm is performing.

Sam Glover: Give us an example of a key performance indicator that law firms should be tracking and what it means, what they can do with it, what it tells them and how they can take action on it.

Bin Rii: Of course, sure. One of the basic things that every firm should be tracking is how many new clients they have each month, quarter or even over a year. Without new clients, there’s no firm or no business, really. The reason you want to track new clients and you want to track not only how many you’re getting but where they’re coming from and what types of cases they’re bringing in. If you’re a small law firm that practices pretty much anything that walks in the door such as a general practice, you want to see if you’re getting more divorce cases at certain times of the month, maybe it’s real estate transactions and then you also want to be able to track that information along with your profitability and see is it more profitable to do divorce cases over real estate buyers and sellers.

Sam Glover: I think that’s an interesting example because somebody who ostensibly is a general practice that takes whatever comes in the door may end up finding that they’re not as general as they think and that it might pay off for them to just focus on a couple areas of practice but you won’t know that until you actually sit down and start looking at the information.

Bin Rii: Yes, that’s an incredible thing that a lot of our clients have realized. They thought they’re a real estate firm but then they saw that they’re really getting a lot of business incorporations or LLC type of clients or they’re even doing a state planning and something that they never plan to do but that happens to be their cash cow.

Sam Glover: Yeah. I mean, it seems crazy that you wouldn’t just notice that but it does happen all the time. Bin, how do you keep track of KPIs? I mean, it feels like, potentially, a lot of work to gather this data and report on it regularly and all that kind of stuff, is there an easy way to do it that you can do just on paper or with spreadsheets? Is there a best practice? How should people do it?

Bin Rii: Sure. That is one of the biggest obstacles for doing KPIs is collecting the data and it’s very difficult because it can be manual. One of the first things that we focus on and tell attorneys to do is track their time and activities. Regardless of whether they bill hourly, fixed or flat fee or even on contingency, they have to know how they’re spending every minute of their day. Now, the best practice is contemporary in its time keeping where you keep track of the time, what it’s for as you’re doing the tasks. Reality is a lot of people reconstruct their time at the end of the week or month but the best practice is to keep track of it either using a spreadsheet or paper or using certain systems like Smokeball.

Sam Glover: What makes Smokeball easier about that?

Bin Rii: Well, if you work through Smokeball, because it is a practice management system, we’re able to actually track everything that you do with absolutely no user interaction. If you start an email from Smokeball, we can track how long you’ve been in the email and that you’re editing it. Let’s say, you walk away from the email for more than 30 seconds, we actually stop a timer and then when you get back to it, we’ll record that time again and then have it automatically put into your case. That’s all done without even doing any work on your end.

Sam Glover: Got you. If listeners would like to learn more about KPIs, what they are or how to implement them especially how they work with Smokeball, you can go to smokeball.com/KPI, you can also call 855-668-3206 for more information about Smokeball. Bin, thanks so much for being with us today.

Bin Rii: Thank you.

Kelly Street: Hi, I’m Kelly Street, marketing director at AttorneySync. I’ve been in the marketing industry for around nine years but I’m really excited to have joined the exclusive legal marketing world over the last few months.

Gyi Tsakalakis: I’m Gyi Tsakalakis. First and foremost, a huge fan of Lawyerist. Also, the founder of AttorneySync and a former lawyer and I help lawyers put their best foot forward online.

Sam Glover: Hi, Gyi and Kelly, thanks for being on the podcast today. Full disclosure, I should say that one of the other owners of Lawyerist has the good fortune to have married Kelly who is a marketing and sales genius that we’re having on the podcast so for what that’s worth, now all of our listeners know. Gyi and Kelly, we’re going to try and give our listeners two concrete marketing activities that they can do and if they complete them in 2018, they will move their practice forward. What’s number one?

Kelly Street: First and foremost, you need to claim your Google My Business account. That means signing up for Google My Business, completing your listing and then, of course, managing it. You’re going to want to do this because it allows you to show up for searches and to be in the local search pack.

Sam Glover: It is so awkward to talk about that.

Gyi Tsakalakis: Right.

Sam Glover: Claiming My Google My Business profile. Where do I even go to do that? What is that?

Gyi Tsakalakis: You can just go to google.com/business. You know, Google has changed the name of this brick-and-mortar, local offering [crosstalk 00: 11: 03] … Yeah. In fact, I was just looking at some old posts that we talked about this in the past and it’s gone through so many iterations. Google knows that their users want to find local businesses and local business information and they want to serve that up. That’s why it’s so important is that if you search on your name, if you search on your firm’s name, no matter how people hear about you and they go look you up online, it’s likely that Google is going to give prominence to this Google My Business listing and so really really important that you completely fill it out, make sure you get all your categories correct.

I, typically, recommend people pick their primary category, you know, this is one of the areas where the Google world doesn’t match the real world. Attorneys that practice multiple practice area will try to fill out all the categories but that tends to have a diluted effect so pick one category, make sure all the detailed information got to be right, you want that to be consistent. I mean, I think that that’s kind of a no-brainer if you haven’t done it at this point. It’s free, simple to set up but really spend some time thoroughly filling out ad images, don’t just fill it out halfway, get it verified, get it right.

Sam Glover: I listen to the first episode of your podcast and, hey, I skip right over this but back up, congratulations on launching your own podcast.

Kelly Street: [crosstalk 00: 12: 15] we’re so excited.

Sam Glover: I’ve listened to the first episode which will be out by the time this podcast airs but I got a sneak peek. The podcast is called Clienting. I understand from listening, Gyi, that you just sort of walk around town Googling lawyer’s practice areas and things and try to see what pops up. You’ve experienced that on opposite sides of the street, you will get different search results primarily because of Google My Business listings, right?

Gyi Tsakalakis: Yeah. Definitely, the Google My Business listings were showing up. The reasons why I’m getting different ones is because Google, really, is getting good at knowing where we are, what we’re doing online through a variety of ways but that’s a conversation for another day. I mean, your next clients will expect to be able to find information about you online and for those clients and prospective clients, they go to Google, Google My Business is where it’s at, that’s what’s going to show up, you’re going to see testimonials there, you’re going to see driving directions, you’re going to see imagery, eventually, I think, your Google is going to add video. The other thing I always like to say too is when you’re thinking about prioritizing stuff especially when it comes to online marketing, go to where the platforms are investing. Google My Business is a place that Google has rolled out a whole bunch of new updates recently so it’s likely that when they’re committed to something, they’re going to give it prominence and right now this is the place to be for small businesses online including law firms.

Sam Glover: Guys, one of the things that always comes up for me when I think about this is proximity is not necessarily relevant when people are searching for lawyers, right? Like I don’t actually care if I’m hiring an IP lawyer … actually, I don’t even care if I’m hiring an IP lawyer in my state but Google My Business is set up on the assumption that it does matter. Is that why we should claim it? Even if you don’t think proximity matters, Google does and so if you want to show up in listings, you should be taking advantage of that, is that the strategy?

Kelly Street: Well, actually, Sam, you might be in the minority there for not caring about where your lawyer is located because most people do. Most people, when they are searching for a service or service as a lawyer, they will go with the lawyer that’s closest to them. They’ll look at reviews, they’ll look at all their information but first and foremost, people want a lawyer who is close to them, easy for them to get to and they don’t have to worry about driving across town or into a different area that’s unfamiliar for them.

Sam Glover: You said that that listing has room for photographs and all that kind of stuff, I assume that, A, Google probably does care if you have a more robust listing than if you don’t but, B, clients obviously care, if they can see pictures of the firm or your lawyers or both, they might be. Is this a great time to finally hire a professional to take some pictures of your firm and your team?

Gyi Tsakalakis: That time is long passed, yes, you should definitely have pictures. I mean, professional, sure, I even tend to think a good production quality of the photos, absolutely, good lighting, sure but I think some of the candid photos, some of just the around the office photos, some of the more effective ones, if you got clients who are willing to do it that show you interacting with clients, showing some emotion even because clients are dealing with some really emotional life issues when dealing with a lawyer and so letting some of that show through in the imagery and the pictures and the videos that you use is extremely powerful and Google My Business is definitely a place to be doing that. I think the other thing too that I like to say to lawyers is don’t get [inaudible 00: 15: 59] down with having to find a professional photographer. The phones are amazing, the cameras on the phones are amazing, go read a blog post about setting up lighting, take a picture …

Sam Glover: Yet, people take such shitty pictures with them.

Gyi Tsakalakis: I know, it’s crazy. I don’t want people to feel like they got paralysis, that they got to do all the scheduling and machinery for photos, go take a picture. There’s best, good, horrible, best, take some professional pictures, some candid around the office, good, a step back, use your iPhone. People are so inclined to put their logos everywhere, they want to see the lawyers, they’re hiring a lawyer, they’re interacting with the lawyer, the lawyer is going to be the shoulder they’re going to be crying on when they’re dealing with these serious issues, no one cares about the logo.

Sam Glover: Kelly, I’ve seen you take some beautiful pictures, do you have tips for getting good results out of an iPhone or, whatever, out of a smartphone camera?

Kelly Street: Yeah, a few. I do have an iPhone and I really prefer it for the photos although I’ve heard the Google phone is amazing for photos. Take your time, set up a shot, make sure the background is great, make sure that you have enough light is really important so turning on lights, turning on extra lamps and then also being aware of what your wearing and what you have around your office as well. If somebody is taking a photo of you at your desk and you have papers out on your desk, just make sure that if somebody were to zoom in, they wouldn’t see any inappropriate information on the desk or on your computer. There have been some interesting situations where people have either shared a screenshot or have their computer open and people zoomed in to their browser to see what was up on their browser and they saw some things that they maybe wouldn’t want to share publicly.

Sam Glover: One thing I’ve noticed is people usually take photos from too far away and getting in tighter can be a really good thing. We run this How Lawyers Work series and we ask lawyers to take pictures of their offices and Lindsay is amazing at giving them tips and things. Also, empty offices look really sad.

Kelly Street: Yes.

Sam Glover: If you can, put pictures in them. Then use the magic wand tool on your camera’s editor. Don’t go crazy with Instagram filters but try that magic wand tool to just brighten up the picture and balance the colors and the exposure a little bit because it usually makes your photo better and more lively and it will look better on your profile.

Gyi Tsakalakis: If you have an iPhone X, use portrait mode and you can automatically blur out the background.

Sam Glover: That’s true, it’s great and it zooms in a bit so you’re less likely to have that problem with having a far away photo with no real focal point and empty of people.

Kelly Street: Yes.

Gyi Tsakalakis: iPhone affiliate link.

Sam Glover: There you go. We need to take a quick break to hear from our sponsors, we’ll be back in a few minutes to talk about thing number two, how to create a system for collecting client feedback. We’ll be right back.

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Sam Glover: Okay, so we’re back. I guess I spoiled it right before the break but what’s number two on our list.

Kelly Street: Number two is creating a system for collecting and using your client feedback in your marketing. This can be really tricky, I know that sometimes lawyers are a little afraid of asking for the review, asking for that public feedback because they know that sometimes clients are afraid to say that they use a particular lawyer or service because of the nature. This is something you can overcome by using a wider variety of review platforms and, also, just making sure that you’re only asking clients who did truly have a really good experience with you and not asking too many times and kind of annoying people in getting them to maybe not leave such a favorable review by you bugging them.

Sam Glover: I mean, item number one is very discreet, go claim your profile, fill it out completely, use good photos, you’re good. This one is less about a specific tool and more about building a system, although the reality is we’re going to be, probably, putting together a template in email, right?

Kelly Street: Yes, I definitely recommend that you would want to have a template in your email that will be an easy system to ask for a review, having a clickable image link that goes to your page on Yelp or your Google account to easily navigate people to where you want to get a review.

Sam Glover: Basically, the task that you need to do is sit down and come up with an email that asks for reviews and has links to the places where people will go to make those reviews and it’s basically a copying and pasting operation after that. The part that you said that is really key and maybe a little bit harder is, actually, making sure you’re asking the people who are more likely to give you a good review. How do you figure that out and how do you segment those people out?

Kelly Street: You can tell that someone’s had a good or favorable experience with you if you achieved the outcome they were looking for, if they have thanked you and told you that they appreciate the work you did for them. Generally, if your interactions with them were positive and if at the end of the day, everything took the appropriate amount of time and, like I said, the outcome was achieved, that everyone was happy with.

Gyi Tsakalakis: I think for me, the way I look at it is this, one, a short answer is there are tools also that can help you with this so there are things like AskNicely and GetFiveStars [inaudible 00: 23: 48], you can use SurveyMonkey but, basically, you’re pulling your clients, you’re submitting a client feedback survey periodically to task. To me, it’s the starting point for all of this is thinking about how you can make your practice more client-centric. Sam, you and I talked about this on a previous podcast and I encourage people to go back and listen to that, briefly, you’ve got to have the mindset of I want to actually ask clients how they want to be communicated with, ask them how they think you’re doing, ask them for feedback, ask them for regular feedback. There’s timing issues whether you do that on a more regular basis depending on your practice, depending on the nature of the representation or if you do it at the end but the answer to that is you got to ask. If you don’t know, you got to ask.

There are tools that can help you identify that in advance. Some of these tools will do things like at the close of a file, it’ll fire off, you know, on a scale of one to 10, how likely are you to recommend us to a friend or family member, eights, nines and 10s get directed to some kind of review profile, one, two and threes might send an email back to you saying, “Hey, this is an unhappy client, I need to reach out to them and understand more about why they’re unhappy.” It’s really about listening and putting the client first and finding ways that you can solicit their feedback because these are some of the best ways not only just to get positive testimonials but also to identify where you can improve your service.

Kelly Street: Yeah.

Sam Glover: There’s two things going on here. Kelly points out like for those lawyers who do have a good relationship with their clients and actually have a relationship, I think that’s great like you know the ones to talk to, to ask for reviews but also you can sense when somebody is unhappy and be proactive about getting feedback and try to find out why they’re unhappy and if there’s anything you can do about that.

Gyi points out that there’s a lot of tools that you can use. If you have volume and so you don’t have a relationship with every client or, as I suggested, I think a lot of lawyers are wrong when they think about having the relationships they have with their clients, I think most lawyers don’t have the kinds of relationships that they think they do have, it can help to do some objective and less personal surveying to find out what they actually think which gives you the option to, A, ask for feedback from the people who have good things to say and, B, they don’t have good things to say, you want to know why and it lets you follow up.

I think of this when your apps on your phone ask you for reviews, they ask you to review in the app what star rating you would give it. If you give it a four or five, they say, “Great. Will you go leave a review in the app store?” If you give one, two or three, they send you to a contact form that asks you to tell them why you aren’t happy. Or maybe it just says, “Do you like it or not?” If you say, “Yes,” then it asks you to leave a review. If you said, “No,” then it asks you to tell them why. That’s exactly what’s going on there, A, they’re trying to get good reviews out in public but, B, they’re trying to get feedback so they can improve in private.

Kelly Street: I think what also matters is what you do after you get the reviews whether they are positive or negative, reaching out or sending a message and saying, “Hey, thank you so much for your positive review,” or, “I’m so sorry you had a negative experience with me, what can I do to help?” or, “I’m taking your feedback and I’m learning from it.”

Sam Glover: Good point. The only reason to ask for reviews is if you’re going to do something with them. Fluffing your public profile is great and all but the whole point is to take that feedback that you get seriously and then improve your practice from it.

Gyi Tsakalakis: Exactly and in the context of marketing, to highlight the great service that you’re giving. A lot of times, it’s obvious that the outcome of the representation, everybody agrees, was great, that doesn’t always happen and so a lot of times it’s … I think we’ve talked about this before as well but the thing that people know is they know what good service feels like, they know what it feels like to be treated with respect, they know what it feels like to be treated with dignity and highlighting that stuff whether you’re doing it through them leaving a review or they volunteer to do a video testimonial or hosting reviews on your own site. Those are the things that help you distinguish yourself from the crowd because now you’re saying, “Hey, look, this is actual positive client feedback that I’m putting to work to demonstrate my, whatever you call it, unique selling proposition,” or what helps you stand out from all of the other legal marketing that just reads like we’re super aggressive, we fight really hard, we have 500 years of experience and we went to the best law school.

Kelly Street: Yes. The reviews are so much more or what you say about yourself as a lawyer is so much more effective if it comes from other people rather than just what you say about yourself.

Sam Glover: The to-do list here for lawyers is, basically, it has three elements. One, ask people if they’re happy or not in a way that is a little bit more nuanced than that but ask people if they’re satisfied with the work that they’ve got from you or not. You can do that with something as good as net promoter score and sophisticated as that or you can do that just with the blunt force asking and it can be you, it can be an email, whatever, but you need to ask that first of all. That’s piece number one.

The second piece is for people who are satisfied, want them to put their feedback in a public place to help your marketing. For people who aren’t satisfied, you want to follow up and find out why not and what you could have done to improve. At least how I like to ask it is how could we have improved so you’re asking for a suggestion. You may get people that are just complaining and those complaints might be helpful and you can turn them around and make them constructive but you want to try and get constructive feedback. You can do this with phone calls, you can do it with emails, there are lots of software systems that you can sign up for that will do it automatically for you. You need to do this. That’s piece number two.

We got number one, Google My Business, number two, create a system for collecting client feedback and either plugging it in to your marketing or plugging it back into the way you build your client service model. Now, we’ve talked about your podcast Clienting and where can people go to find out more about that and subscribe to it.

Kelly Street: You can either go to attorneysync.com, we do have the podcast on our website. You can also find it on iTunes, just like every other professional podcast.

Sam Glover: Cool. Say, if claiming your Google My Business profile, you’ve already done that, if you’ve already got a client feedback system and you feel like you’re ahead of this game, then listen to episode one because you guys talk about the trends that will be shaping marketing in 2018. You talk about responsive websites, you talk about a bunch of other stuff, search trends, marketing trends, inbound, client service. If you want the next level stuff, I think it’s a good idea to go and listen to that podcast. In addition, check the show notes for this and we’re going to have a white paper, 10 things you can do to improve your Google My Business profile from Gyi and Kelly. Lawyerist insiders can get that for free, you’ll find the link in the show notes. Gyi and Kelly, thanks so much for being with us today.

Kelly Street: Thanks so much for having us.

Gyi Tsakalakis: Thanks, Sam, really happy to be here. If anybody has questions or feedback, don’t hesitate to contact us, we’re always happy to help.

Sam Glover: At attorneysync.com. Thanks, guys.

Aaron Street: Make sure to catch next week’s episode of The Lawyerist Podcast by subscribing to the show in your favorite podcast app and please leave a rating to help other people find our show. You can find the notes for today’s episode on lawyerist.com/podcast.

Sam Glover: The views expressed by the participants are their own and are not endorsed by Legal Talk Network. Nothing said in this podcast is legal advice for you.

Podcast #156: 2 Critical To-Dos for Your 2018 Marketing Checklist, with Gyi Tsakalakis & Kelly Street was originally published on Lawyerist.com.



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