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December 05, 2006

Don't Let Pro Bono Work Put You Out of Business

Connecticut Law Tribune/Law.com - May 8, 2006

There is a lot of discussion about lawyers and their obligation to perform pro bono legal services. Pro bono (translation: "for the good") is a very admirable way to give back to society in the form of free or very inexpensive legal aid to those who otherwise could not afford legal services.

This column, however, is not about the morality of whether or not each and every lawyer has an obligation to give back to society in the form of free or inexpensive legal services. It is about business decisions. If the newly minted solo is inclined to do pro bono work, how does it fit into his or her business plan?

Pro bono work usually translates into, "I'm not getting paid ... by choice." It should be done as a calculated business decision. You are in the business of selling time. When you make a calculated decision to donate a certain number of hours of your time, whether in an effort to attract more business and/or to satisfy some inner moral compunction, while not taking food off your table, that's called "marketing" and/or "soul food."

When you let a client take your time because you were incapable of charging them or steal your time because you are incapable of collecting your fee and there's no hope of referred clients, all while struggling to pay your rent, that's called "stupid," or, "I'm not getting paid ... but not by choice."

You must learn the difference between pro bono work and bad business. One will help you prosper financially and emotionally. The other will put you under.

While you are starting out, pro bono work needs to be very thoughtful in terms of your business plan because if you are a bleeding heart you will help a few, go out of business, and not be able to help a lot more in the future.

There are pretty much two times in your career cycle when pro bono work is a win/win situation for you and the client. When you are first starting out, the likelihood of your billing 40 to 50 hours per week is small. You will be in a learning curve. During this learning curve you will have time to take on a case others won't because the client can't pay. It can be a tremendous learning experience, a basis for referrals in the future and provide a lot of exposure to colleagues and the courts.

And most importantly, it's not taking away from you earning money to support your business. It beats sitting around waiting for the telephone to ring.

The second time in your career cycle when pro bono work is a win/win situation is when you are well-seasoned, you're financially comfortable and you genuinely feel the need to work on a case for a client without counting the nickels. The desire to help is great, the injustice of a situation strikes a chord or the substantive legal issues compel you. And because of your experience, what might have taken you 30 hours years ago now takes 10.

One very successful attorney who does a lot of pro bono work now that she can afford to told me "there are a lot of barking dogs out there. You can't feed them all." This was very wise advice for a new attorney. There is no shortage of people who will look to take your time for free.

However, you are not in the business of extending credit or giving away your services. Unless someone is paying your student loan, mortgage and car payment, you are under no moral obligation to give away your time. There are only so many hours in a day.

You must grow your business first, keep yourself afloat and meet your obligations to yourself and your family.  You will know if and when the time is righ to take on pro bono work.  At that time you will calculate how many hours per year you can donate to those in need.  Remember, your goal is to create a thriving business that will provide for your future.  Only then will you be able to help others.

Susan Cartier-Liebel is solo practitioner, adjunct professor at Quinnipiac University School of Law and a business consultant for solo and small firms. She can be reached at SCartier_Liebel@comcast.net. Copyright © Susan Cartier-Liebel (2006) All Rights Reserved. No portion of this material may be copied, transmitted, posted, duplicated or otherwise used without the express written approval of Susan Cartier-Liebel.

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Comments

FERGUS O'ROURKE

This is an excellent article, which should be required reading for all those starting their own business.

By the way "pro bono" is actually an abbreviation of "pro bono publico" meaning "for the public good". Bearing this in mind helps to distinguish one's selfish interest, necessary for personal survival (and better) from the pro bono which may be a mixture of enlightened self-interest and pure altruism - if there is such a thing !

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