Off the Clock with Gwen Griggs & Whitney Harper (Episode 3)

Why should lawyers view their law practice as a business?

Gwen Griggs explained that a law practice is not only a profession but also a business that must sustain itself as a for-profit enterprise. She emphasized that adopting a business mindset—setting goals, improving processes, and embracing iteration—enables lawyers to build stronger and more sustainable practices.

Whitney Harper added that even attorneys working in nonprofits, large firms, or as in-house counsel are still part of a business. She highlighted that lawyers often focus exclusively on the professional aspects of law while neglecting the reality that their work operates within a business model.

What misconceptions do lawyers have about profitability and business concepts?

Whitney Harper noted that many lawyers view profitability as “gauche” or inappropriate, when in fact profitability is essential to both client service and firm sustainability. She encouraged lawyers to embrace business principles such as revenue management, pricing models, and efficiency strategies to improve outcomes for both clients and attorneys.

Gwen Griggs supported this by explaining that businesses with reduced turnover, better culture, and improved client experience ultimately achieve stronger profits and more stability.

How can law firms think differently about revenue versus profit?

Whitney Harper shared that revenue alone is not a measure of success. She pointed out the common saying: “Revenue is vanity, profit is sanity.” She emphasized that cash flow only matters when money is collected and available for use.

Gwen Griggs illustrated this with examples from high-growth companies, showing that firms with $100 million in revenue may generate less profit than a smaller $6 million firm. She stressed that profit-first thinking creates healthier and more sustainable businesses.

Why should lawyers adopt a “Profit First” approach?

Gwen Griggs described Profit First as one of her favorite resources, noting that it provides lawyers with a practical framework for ensuring profitability. Whitney Harper reinforced the point, stating that revenue may feed ego, but profit feeds families. They both encouraged lawyers to prioritize profit to create long-term success and stability.

What strategies can lawyers use to redesign their practices for better results?

Whitney Harper explained that a law practice is like a machine designed to produce its current results. If the outcomes are unsatisfactory, the “machine” must be redesigned. She encouraged lawyers to evaluate their expenses, adopt technology for efficiency, and reconsider pricing strategies to improve profitability.

Gwen Griggs emphasized that redesigning a firm is not a personal failure but an engineering challenge. She encouraged lawyers to iterate and adjust their systems as they learn and grow.

How can law firm owners avoid distractions and shallow strategies?

Gwen Griggs highlighted the danger of chasing “shiny objects,” such as quick-fix solutions or generic business advice. She explained that until lawyers identify their ideal clients and business goals, they risk wasting time on strategies that may not fit their practice.

Whitney Harper recommended creating an “issues list” or strategic priorities (which they call “bricks” at ADVOS Pro). By focusing on one priority at a time, lawyers can make incremental improvements without disrupting their entire practice.

What role does accountability play in building a stronger law firm?

Both Gwen Griggs and Whitney Harper emphasized accountability as critical to growth. They explained how quarterly scorecards, consistent evaluation, and accountability partners help lawyers stay on track.

They noted that solo practitioners should find accountability partners—whether colleagues, mentors, or peers—who can provide regular check-ins and thought partnership. This creates discipline and prevents stagnation.

How should lawyers set and evaluate their goals?

Gwen Griggs explained that expecting 100% goal completion is unrealistic. Instead, she and Whitney recommend aiming for 80% achievement, which pushes firms to stretch while remaining practical. She added that goals should be reassessed regularly, with the flexibility to pivot as circumstances change.

What is the single most important step for lawyers to start treating their practice like a business?

Whitney Harper emphasized the importance of carving out CEO time—dedicated, uninterrupted time to step away from client work and focus on business strategy. She recommended starting with just one hour a week and gradually increasing the time to build the habit.

Gwen Griggs echoed this advice, noting that without CEO time, tools like scorecards or profit-first methods lose effectiveness. She encouraged lawyers to intentionally step away from daily distractions and invest in thinking strategically about their firms.

Closing Message:

Gwen Griggs and Whitney Harper closed the episode by encouraging lawyers to embrace profitability, business strategy, and accountability. They invited listeners to explore the ADVOS Pro Path to PROmance and complete the PROmance Scorecard at ADVOSpro.com. Their reminder: every lawyer deserves a practice that is profitable, joyful, and truly loves them back.