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hi this is nick miller welcome back this time conversations with law firms but that'll be 400 an hour so why law firms first for bank accounts and trust accounts deposits and related cash management services second for loans for bonuses contingency cases partnerships and information technology very juicy but how do we meet attorneys our view is look at client legal documents in your bank files usually those documents will be stamped by a law firm go to the files we'll have 20 or 50 law firm names and we call them and we say hi pat nick miller with glowbank's fifth street branch we have clients in common and i thought it would be nice to meet in person so we can put faces with names and possibly do some future business very juicy so what do we talk about first use vertical iq or other information for perspective second check the firm's websites to understand their practice areas and the attorneys who work in them then start the conversation broad i learned that you focus on whatever kind of law how did that focus develop how has your firm changed over the last few years what are your biggest challenges now to dig deeper focus on revenue and cost of delivery law firms experience their own fiscal cliff when the 2007 recession began demand and fees fell sharply and clients are much more price sensitive now on the revenue side we could ask where do you see your best opportunities for new clients and growth how is client cost sensitivity affecting your caseload and fees how about the availability of do-it-yourself legal documents on the web how is that affecting your revenue on the expense side we could ask what is your strategy to reduce your costs and expenses how are you investing in technology to support mobile computing and client confidentiality and what challenges do you face in managing incoming payments and your firm's accounts and maybe what headaches are you experiencing on the financial side so bank accounts deposit balances cash management and loans start with your clients attorneys and build your network from there you