With 2012 taxes now complete, I’ve officially marked the last action of the worst year of my practice in a half-decade. While I won’t discuss everything that went wrong, the problem is pretty obvious: more money out, less money in. In my case, an office upgrade and more personnel took a bit of a toll on the expense side. But the bigger hit was a decline in revenues. This year, I had fewer retainer cases (where I’m paid a set fee every month – a great hedge against ups and downs), more anticipated cases not coming to fruition along with more matters resolving more quickly than expected (even though I bill flat fees, they are often phased, so if a case doesn’t proceed to a second phase, I don’t earn as much).
While bad years can always happen, the best part of being solo or small is that there’s an opportunity to fix a situation before it heads too far south. On the other hand, that also means that we alone are accountable for our failures – and thus, I blame my bad year on networking and marketing — which I eventually stepped up late in the year after finally realizing how things were heading. One thing I won’t do, however,excuse my performance in light of the stagnant economy or sequestration; factors which do take a toll on many DC-based practices. It’s my bad for not coming up with a strategy to capitalize on or at least mitigate the effects of the downturn. So long as at least some of my competitors are making money (the others are calling me and asking for work), there’s no reason why I shouldn’t be in that camp either.
Still, I’m not going to be too hard on myself. Because ups and downs are part of what happens when you trade a steady paycheck for your own practice. You can plan and market and work as hard as you can – but at the end of the day, there’s always a risk that things won’t go as planned or that you’ll have to take two steps backwards before moving forward again.
Of course, this is the part of solo/small firm practice that no one wants to discuss. We want to believe that after you start a firm, you struggle for a year or two, then take off on a trajectory that knows no bounds. And I’m sure that there are some lawyers who take off, find nirvana and never look back. But for others, the ride to financial stability and sustainability can be rocky – and the only reason that you might not think so is because most lawyers are too embarrassed to own up to a bad year. I have no choice, because if I’m out here promoting solo/small firm practice as an option worth pursuing, then I owe it to readers to share the not just the good, but the ugly as well.
So that’s the truth – downturns happen. And when they do, all can do is take a deep breath, pick yourself up and start over. Because there’s nowhere to go but up.