It’s January. You’re taking a look at your enterprise account attempting to determine learn how to make payroll.
You probably did nice work in October. Billed it in November. And you’re nonetheless ready to receives a commission.
In the meantime, hire is due. 12 months-end bills are hitting your bank card. Tax funds are coming.
You’re worthwhile on paper. The numbers say you had a very good 12 months.
However your checking account says in any other case.
I’m Stephanie Everett, founding father of Lawyerist Lab. After serving to a whole lot of small legislation agency homeowners navigate money movement crises, I can inform you: this isn’t a income drawback. It’s a lockup drawback. And it’s fixable.
Welcome to lockup—the money movement drawback that’s quietly killing worthwhile legislation corporations.
What Is Lockup in Legislation Companies?
Lockup is the time between doing the work and truly getting paid for it.
Not the time between sending an bill and getting paid. The time between doing the work and getting paid.
Right here’s what that appears like in most legislation corporations:
Day 1: You do the work
Day 30: You ship the bill (since you invoice month-to-month)
Day 60: Consumer hasn’t paid but, you ship a reminder
Day 90: Fee lastly arrives
That’s 90-day lockup. Your cash isn’t misplaced—it’s simply locked up. In jail. For 3 months.
And through these 90 days, you continue to need to:
Because of this agency homeowners inform me: “I’m worthwhile, however I’m at all times careworn about cash.”
You don’t have a income drawback. You could have a lockup drawback.
Why Lockup Issues Extra Than Your Revenue Margin
Most legislation agency homeowners give attention to the fallacious quantity.
They monitor income. They calculate revenue margins. They set billable hour targets.
However they don’t monitor lockup.
Right here’s why that’s an issue:
Situation 1: Excessive revenue, excessive lockup
You could have a 35% revenue margin. Wonderful.
However your common lockup is 90 days. Meaning:
You probably did $100K of labor in January
You gained’t see that cash till April
You continue to need to cowl February and March bills
You’re continuously scrambling for money despite the fact that you’re “worthwhile”
Situation 2: Decrease revenue, low lockup
You could have a 25% revenue margin. Not as spectacular on paper.
However your common lockup is 15 days. Meaning:
You probably did $100K of labor in January
You receives a commission by mid-February
You possibly can cowl bills with out panic
Your money movement is regular and predictable
Which agency is more healthy? Which proprietor sleeps higher at evening?
Lockup determines your money movement. Money movement determines whether or not you possibly can truly run your enterprise with out fixed nervousness.
Revenue margins matter. But when your cash is locked up for 90 days, your revenue margin is irrelevant when payroll is due subsequent week.
Tips on how to Calculate Your Legislation Agency’s Lockup
Right here’s the components most legislation corporations use:
Lockup = (Accounts Receivable + Work in Progress) ÷ Common Day by day Income
Let me break that down:
Accounts Receivable (AR): Cash you’ve billed however haven’t collected but
Work in Progress (WIP): Work you’ve performed however haven’t billed but
Common Day by day Income: Your annual income ÷ three hundred and sixty five days
Instance:
Your agency has:
$45,000 in AR (invoices despatched however not paid)
$30,000 in WIP (work performed however not but invoiced)
$500,000 in annual income
Common every day income = $500,000 ÷ 365 = $1,370/day
Lockup = ($45,000 + $30,000) ÷ $1,370 = 55 days
Meaning on common, it takes 55 days from the time you do work till you receives a commission for it.
Your cash is locked up for nearly two months.
What’s a “good” lockup quantity?
It relies on your apply space and enterprise mannequin, however listed below are tough benchmarks:
Underneath 30 days: Wonderful money movement administration
30-60 days: Common for many legislation corporations
60-90 days: You’re beginning to pressure your money movement
Over 90 days: You could have a critical money movement drawback that may create crises
Most small legislation corporations I work with have lockup between 60-120 days. They’re worthwhile on paper however continuously careworn about cash.
4 Methods to Cut back Lockup and Enhance Money Move
The great information: Lockup is fixable. Listed below are modifications that truly work.
1. Invoice Extra Than As soon as a Month
Most corporations invoice month-to-month out of behavior, not technique.
However month-to-month billing means you’re doing 30 days of labor earlier than you even ship an bill. That’s 30 days of automated lockup earlier than you even begin ready for fee.
What to do as an alternative:
Invoice twice a month (mid-month and end-of-month) or weekly for giant issues.
Sure, it’s extra administrative work. However right here’s the mathematics:
Month-to-month billing:
Receives a commission on Day 60 (if fortunate)
Bi-weekly billing:
Common lockup: 30-35 days
You’ve minimize your lockup practically in half. Your money movement simply received considerably more healthy.
Professional tip: For big issues or month-to-month retainer purchasers, invoice weekly. This retains money flowing persistently and prevents the “shock massive invoice” drawback that causes fee delays.
2. Change Your Fee Phrases
“Fee due inside 30 days” is commonplace. It’s additionally costing you money movement.
What to do as an alternative:
Make fee due upon receipt or inside 10 days most.
I do know what you’re pondering: “My purchasers gained’t settle for that.”
Right here’s the factor: Most purchasers don’t truly learn fee phrases till there’s an issue. And for those who set the expectation from the beginning, most will adapt.
Tips on how to implement this:
In your engagement letter: “Invoices are due upon receipt. Fee is predicted inside 10 days of bill date.”
In your bill: Make it clear on the prime: “Fee Due: Upon Receipt”
In your preliminary dialog: “Simply so , we invoice [weekly/bi-weekly/monthly] and fee is due inside 10 days. Does that work to your accounting course of?”
Most purchasers will say sure. Those who push again are normally those who would have been slow-paying anyway.
What about purchasers who insist on Web 30?
Some institutional purchasers have insurance policies. That’s nice—however cost accordingly. In the event that they want 30-day fee phrases, your charges ought to mirror that you’re extending them credit score.
3. Be Diligent About Retainers
Retainers aren’t simply cash sitting in belief. They’re your money movement administration software.
What most corporations do fallacious:
Consumer pays $5,000 retainer
You do work and draw in opposition to it
Retainer will get right down to $1,000
You retain working (as a result of the case is pressing)
You retain working (you’ll invoice them later)
You’re now doing work you haven’t been paid for but
Lockup simply elevated.
What to do as an alternative:
Set a retainer replenishment threshold and implement it religiously.
Instance coverage: “When your retainer stability drops under $2,000, we’ll ask you to replenish it again to $5,000 earlier than we proceed work. This ensures we are able to proceed serving you with out interruption.”
Put this in your engagement letter. Talk it clearly upfront. Then truly implement it.
What this seems like in apply:
“Hello [Client], your retainer stability is at $1,800. Earlier than we proceed work on [next task], we’ll want you to carry the stability again as much as $5,000. Right here’s the bill for the replenishment. As soon as that’s processed, we’ll proceed transferring ahead.”
Most purchasers perceive this. It’s a traditional enterprise apply. Those who resist are sometimes those who will grow to be fee issues later anyway.
Professional tip: Don’t wait till the retainer hits zero. In case your threshold is $2,000, ship the replenishment bill after they hit $2,500. This offers buffer time for fee processing.
4. Speak About Cash Upfront (So Shoppers Know What They’re Signing Up For)
Most fee issues begin as a result of purchasers didn’t perceive what they had been signing up for financially.
They knew your hourly fee. However they didn’t actually know what that will imply in apply.
So when the primary invoice comes, they’re shocked. When they’re shocked, they delay fee whereas they “evaluation it” or “test with their partner” or “speak to their accountant.”
Your lockup simply prolonged one other 30 days.
What to do as an alternative:
Have a transparent cash dialog earlier than work begins.
Not simply “our fee is $350/hour.” However:
“Based mostly on circumstances like yours, most purchasers can anticipate to speculate between $X and $Y over the following [timeframe]. Right here’s how that usually breaks down…”
“We’ll invoice you [weekly/bi-weekly/monthly], and fee is due inside 10 days. Our first bill will possible be round $X for [specific work]. Does that work along with your expectations?”
“Your retainer is $5,000. When it drops under $2,000, we’ll ask you to replenish earlier than we proceed work. That usually occurs round [timeframe]. Is that clear?”
What this does:
Units clear expectations (no shock payments)
Provides purchasers time to plan financially
Reduces fee delays attributable to confusion
Positions you as skilled and arranged
Shoppers who can’t have this dialog upfront are sometimes those who grow to be fee issues later. This dialog is each money movement administration and shopper screening.
Frequent Lockup Errors Legislation Agency Homeowners Make
Mistake 1: “I don’t wish to appear pushy about cash”
You’re not being pushy. You’re operating a enterprise.
Shoppers anticipate to pay for companies. They anticipate clear communication about fee. Being upfront about cash is skilled, not pushy.
What’s truly pushy? Sending obscure invoices, ready 60 days, then calling repeatedly asking the place fee is.
Mistake 2: “My purchasers gained’t settle for tighter fee phrases”
Most purchasers will settle for no matter phrases you set—for those who talk them clearly from the beginning.
The purchasers who push again exhausting on affordable fee phrases (fee due inside 10 days, retainer replenishment insurance policies, bi-weekly billing) are normally those who would have grow to be fee issues anyway.
You’re not dropping good purchasers by having clear fee insurance policies. You’re screening out drawback purchasers earlier than they price you money movement.
Mistake 3: “I’ll repair money movement by bringing in additional income”
Extra income doesn’t repair lockup. It typically makes it worse.
In case your lockup is 90 days and also you double your income, congratulations—you now have twice as a lot cash locked up for 90 days.
Your money movement issues simply doubled.
Repair lockup first. Then develop income. In that order.
Mistake 4: “I don’t have time to invoice extra incessantly”
You don’t have time to continuously stress about money movement both.
Bi-weekly billing takes an additional half-hour twice a month. That’s one billable hour.
If that one hour of administrative work cuts your lockup in half and eliminates money movement nervousness, it’s the perfect hour you’ll spend all month.
Mistake 5: “I’ll take into consideration this when money movement will get actually unhealthy”
By the point money movement will get “actually unhealthy,” you’re in disaster mode. You’re scrambling to make payroll. You’re utilizing bank cards to cowl bills. You’re dropping sleep.
Repair lockup earlier than you have to. Not after.
What Enterprise Specialists Know About Legislation Agency Money Move
Right here’s what surprises most agency homeowners: Money movement administration is extra necessary than revenue margin for legislation agency survival.
I’ve seen corporations with 40% revenue margins go underneath as a result of they couldn’t handle money movement. And I’ve seen corporations with 15% revenue margins thrive as a result of they’d wonderful lockup administration.
The maths is easy:
Excessive revenue + poor money movement = fixed stress and eventual disaster
Reasonable revenue + robust money movement = stability and sustainable development
Most legislation agency homeowners spend hours analyzing their revenue margins. They need to be spending that point analyzing their lockup.
That is precisely what we work on in Lawyerist Lab’s Money Move Planning workshop. Not simply “construct a funds.” However the mechanics of money movement that truly preserve corporations wholesome: lockup, working capital, money reserves, billing frequency, fee phrases, retainer administration.
Since you didn’t go to enterprise college. You went to legislation college. And no one taught you that lockup is the distinction between “worthwhile on paper” and “truly capable of pay your self.”
