By Steve Fretzin & Jen Lee
Innovation for Lawyers
Innovation in the legal industry is often slow, but those who embrace change are the ones setting the stage for the future. That’s something I discussed with Jen Lee, founder of Lawyer Success Network. Jen is a former bankruptcy attorney who transitioned into consulting, helping lawyers rethink their business models and break free from the constraints of traditional law practice. Her journey from a practicing attorney to a thought leader in law firm innovation offers key insights into how lawyers can build more sustainable and fulfilling careers.
Jen’s background is fascinating. She started as a bankruptcy attorney and quickly became known as the go-to lawyer for other attorneys facing financial difficulties. She wasn’t just filing bankruptcies for these lawyers; she was diagnosing the underlying problems in their business models. This was the turning point in her career. Realizing that many of her clients weren’t in financial trouble because of personal failures, but because of a lack of business acumen, Jen shifted her focus to helping lawyers build stronger business models and mindsets to avoid financial ruin.
One of the key points Jen made during our conversation is the problematic nature of the billable hour. Lawyers have been hearing for years that the billable hour is dying, yet it remains the dominant pricing model. I’ve heard the same thing for over a decade, but it’s still standing strong. According to Jen, the reason is that the legal profession often resists change. “The legal profession itself stands in its own way,” she said. Despite innovation in other sectors, the legal industry remains stuck in traditional practices because of regulations, a conservative mindset, and fear of the unknown.
Jen is one of those innovators who believes there are better ways to structure legal services, and she has helped countless lawyers move away from the billable hour. We talked about several alternative models she’s seen work well for attorneys, including flat fees, milestone-based pricing, and even passive income opportunities. One of the more interesting concepts we discussed was the subscription-based legal model. Jen mentioned a colleague who charges a monthly fee for ongoing legal services, making legal advice more affordable and predictable for clients. This approach offers attorneys steady, recurring income while providing clients with accessible legal services without the fear of surprise bills.
Jen also highlighted the growing importance of flat-fee pricing in the legal industry. Flat fees, once a rarity in litigation, are now gaining traction as more lawyers see the benefits of providing clients with cost certainty. One example she shared was of a lawyer handling debt collection cases. Instead of the traditional hourly model, they created a flat fee for each phase of the case—settlement, trial prep, and trial. This not only gave clients clarity on costs but also increased the attorney’s profitability by streamlining processes.
Another interesting takeaway from our discussion was Jen’s advocacy for passive income streams. She encourages lawyers to consider offering resources like courses, guides, or workshops that can be sold to clients or the public. These resources can serve as an additional revenue stream and provide value without the need for the lawyer’s direct involvement. For example, a lawyer might sell a course on navigating small claims court or how to rebuild credit after bankruptcy. It’s a creative way to build income while expanding a lawyer’s reach and impact.
One of the biggest challenges many lawyers face, according to Jen, is burnout. We discussed how the culture of long hours, constant availability, and the pressure to meet high billable targets is driving lawyers out of the profession. Jen’s approach to solving this problem is helping lawyers design their firms around the lives they want to lead. Instead of letting the business dictate their lives, lawyers can set boundaries and create models that support both personal and professional well-being.
For example, Jen works with lawyers to design firms that operate on a four-day workweek or allow for remote work. She also encourages lawyers to focus on their “why.” Why are they practicing law? Why did they start their firm? Answering these questions can help lawyers design their businesses in ways that align with their personal values and long-term goals. This, in turn, leads to happier lawyers who are more invested in their firms and their clients.
What I found particularly insightful was Jen’s focus on helping underserved markets. She pointed out that many people who need legal services fall into a gap—they don’t qualify for legal aid, but they also can’t afford high-priced legal services. Jen is passionate about finding ways to serve these communities by offering unbundled services, consultations, or lower-cost alternatives that still provide value without the high price tag. This not only fills a need but also opens up new opportunities for lawyers who are willing to think outside the box.
Get to know more about Jen HERE.
For more information about taking your law practice to the next level, please email me directly at [email protected].
Steve Fretzin, an expert at legal business development, is the author of four books regarding the topic and is the host of the Be That Lawyer podcast. He has helped hundreds of attorneys across the world dramatically grow their book of business while living a well-balanced life. He can be reached at [email protected].