If only law firms "knew then what they know now" about their clients. The clues were there from the beginning, when the client engagement began. This session asks participants to consider client engagements that resulted in write-offs (bad debt), and what can be done to mitigate loss in the future. What were the warning signs? We discuss criteria for accepting new clients and assessing their financial risk to the law firm. Does your firm use a new client risk rating system? Law firm financial managers are encouraged to identify ways to deal with problem clients early in the cash flow cycle. The session will explore types of analytics for assessing new client exposure, and discuss steps to mitigate that exposure.


  • Identify ways to anticipate potential bad debt early in the attorney-client relationship.
  • Examine policies to encourage lower revenue risk from new clients or new matters.
  • Discover how to harness existing time and billing software or analytics tools to identify potential accounts receivable problems early in the cash flow cycle.

Audience Statement: This session assumes that participants have a working knowledge of revenue management and law firm profitability in the legal industry.

  • 60 Minutes
  • Audience: Intermediate
  • CLM App Management Category -FS: Financial Management
  • CPE Field of Study: Finance
  • CLE: Law Practice Management

Speaker Info

Seelin Naidoo is Chief Executive Officer of CMS Intelliteach where he is responsible for the strategic direction and overall operations. Prior to joining CMS, Naidoo was Senior Vice President at Trustinus, a global outsourcing company, and Vice President and General Manager of Kelly Services' outsourcing division. While at Kelly Services, Naidoo turned around his division, which became profitable for the first time under his direction.

Live Webcast Information
Start Time:
July 18, 2018 3:00 PM Eastern
2:00 PM Central, 1:00 PM Mountain, 12:00 PM Pacific
Add to Calendar:
Estimated Length:
2 hours
Registration Time Remaining:
82 days, 16 hours
ALA Member Price:
Non-Member Price:
New Money: Managing Law Firm Revenue at Client Intake
Individual topic purchase: Selected
Association of Legal Administrators
CLMSM Recertification Credit: 1.00
For other credit opportunities, please check the program description or email certification@alanet.org
You must be logged in to access ALA Subscriptions.
To continue, you need to log in to Peach New Media. If you have any questions about your account please contact us at 1-866-702-3278.
Email Address:
Webinar (Live) + On-Demand (Recording)
ALA Member Price:$109.00
Non-Member Price:$129.00
ALA Member Price:$109.00
Non-Member Price:$129.00