{"id":61153,"date":"2026-01-15T20:02:41","date_gmt":"2026-01-16T01:02:41","guid":{"rendered":"https:\/\/jgmleonard.com\/lawyer\/?p=61153"},"modified":"2026-01-21T19:08:49","modified_gmt":"2026-01-22T00:08:49","slug":"chapter-05","status":"publish","type":"page","link":"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-05\/","title":{"rendered":"Chapter 05"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"61153\" class=\"elementor elementor-61153\">\n\t\t\t\t<div class=\"elementor-element elementor-element-61b01e89 e-flex e-con-boxed e-con e-parent\" data-id=\"61b01e89\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-44a2a777 elementor-widget elementor-widget-heading\" data-id=\"44a2a777\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Chapter 5<br>Foundations<\/h2>\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-2c01c428 e-flex e-con-boxed e-con e-parent\" data-id=\"2c01c428\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6da7969e elementor-widget elementor-widget-text-editor\" data-id=\"6da7969e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>A profitable law firm is not the result of talent, pedigree, or luck. It is the outcome of deliberate choices made early\u2014and reinforced daily\u2014about mindset, focus, and design. Before marketing tactics, before hiring, before growth, there must be foundations. Most law firms fail not because the lawyers are bad at law, but because they never learned to think like owners.<\/p><h2>Profit Is Not an Accident: Thinking Like a Business Owner<\/h2><p>Most lawyers are trained to think like technicians. Law school rewards issue-spotting, risk avoidance, and perfectionism. Business ownership rewards prioritization, leverage, and decision-making under uncertainty. These mindsets are not the same\u2014and confusing them is expensive.<\/p><p>A business owner asks different questions than an employee or solo practitioner:<\/p><ul><li>What activities create profit versus prestige?<\/li><li>Where is my time uniquely valuable\u2014and where is it not?<\/li><li>What can be systematized, delegated, or eliminated?<\/li><\/ul><p>Profit does not \u201cshow up\u201d at the end of the year. It is engineered upstream. Every pricing decision, every client acceptance decision, every workflow choice either compounds profit or erodes it. Owners understand that revenue is vanity, profit is sanity, and cash flow is survival.<\/p><p>Thinking like an owner also means accepting responsibility. Market conditions, difficult clients, or fee pressure are not excuses\u2014they are inputs. The owner\u2019s role is to design a firm that functions despite them.<\/p><p>This shift\u2014from lawyer to owner\u2014is the single most important transition in building a profitable firm.<\/p><h2>Choosing the Right Practice Area (and Avoiding the Wrong Ones)<\/h2><p>Not all legal work is created equal. Some practice areas reward efficiency, specialization, and scale. Others punish them. Many lawyers choose practice areas based on interest, prestige, or early career inertia\u2014without evaluating their economic realities.<\/p><p>A profitable practice area typically has:<\/p><ul><li>A recurring or predictable client need<\/li><li>A clear buyer with urgency<\/li><li>Price tolerance that reflects value, not hours<\/li><li>Work that can be standardized<\/li><li>A market large enough to support specialization<\/li><\/ul><p>Unprofitable practice areas often share different traits:<\/p><ul><li>Highly custom work where every matter is \u201cunique\u201d<\/li><li>Sophisticated clients who aggressively control fees<\/li><li>Long payment cycles and high write-offs<\/li><li>Outcomes that depend heavily on uncontrollable factors<\/li><li>Work that cannot be delegated without quality risk<\/li><\/ul><p>Liking a practice area is not the same as building a business around it. A firm can still do complex or intellectually satisfying work\u2014but it must be structured around a profit engine, not personal preference.<\/p><p>The most successful firms make a hard distinction between:<\/p><ul><li>What they are capable of doing<\/li><li>What they choose to sell<\/li><li>Discipline in this choice is rare\u2014and decisive.<\/li><\/ul><h2>Designing a Profitable Law Firm Model<\/h2><p>Once mindset and focus are in place, design becomes possible. A law firm is a system, not a collection of cases. Profitable firms are intentionally designed across four core dimensions:<\/p><ol><li>Client Selection<\/li><\/ol><p>Not every paying client is a good client. Profitable firms define who they serve, who they decline, and why. They optimize for clients who value outcomes, respect process, and pay on time.<\/p><p style=\"padding-left: 40px;\">2. Pricing and Value Capture<\/p><p>Hourly billing is a tool, not a default. Profitable firms align price with value delivered, risk assumed, and alternatives avoided. They understand that pricing is a strategic function\u2014not an administrative one.<\/p><h2>Delivery and Leverage<\/h2><p>Owner time is the most constrained and expensive resource in the firm. Profitable models reduce dependency on it through systems, delegation, and leverage\u2014without sacrificing quality.<\/p><h2>Operations and Feedback Loops<\/h2><p>What gets measured gets managed. Profitable firms track margin by matter type, client type, and lawyer. They review performance regularly and adjust quickly. Assumptions are tested against numbers, not feelings.<\/p><p>Design is not about growth for its own sake. It is about building a firm that produces predictable profit, reasonable hours, and strategic freedom.<\/p><h2>Closing Thought<\/h2><p>Foundations determine ceilings. A law firm built on accidental decisions will produce accidental results. A firm built deliberately\u2014on ownership thinking, focused practice selection, and intentional design\u2014creates optionality: more income, more time, and more control.<\/p><p>Everything that follows builds on this.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-60ad1377 e-flex e-con-boxed e-con e-parent\" data-id=\"60ad1377\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7af789da elementor-widget elementor-widget-button\" data-id=\"7af789da\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/jgmleonard.com\/lawyer\/uild-a-profitable-legal-practice\/chapter-04\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Previous chapter<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-740dfc55 elementor-widget elementor-widget-button\" data-id=\"740dfc55\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/jgmleonard.com\/lawyer\/uild-a-profitable-legal-practice\/chapter-06\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Next chapter<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-ded2f47 e-flex e-con-boxed e-con e-parent\" data-id=\"ded2f47\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2a10df71 elementor-widget elementor-widget-shortcode\" data-id=\"2a10df71\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"shortcode.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-shortcode\">\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"61187\" class=\"elementor elementor-61187\">\n\t\t\t\t<div class=\"elementor-element elementor-element-8d248c4 e-flex e-con-boxed e-con e-parent\" data-id=\"8d248c4\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-034effe elementor-widget elementor-widget-heading\" data-id=\"034effe\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Table of Contents<\/h2>\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-6650f2b e-flex e-con-boxed e-con e-parent\" data-id=\"6650f2b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-915a497 e-con-full e-flex e-con e-child\" data-id=\"915a497\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-aff3764 hfe-nav-menu__align-left hfe-submenu-icon-arrow hfe-link-redirect-child hfe-nav-menu__breakpoint-tablet elementor-widget elementor-widget-navigation-menu\" data-id=\"aff3764\" data-element_type=\"widget\" data-e-type=\"widget\" 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id=\"menu-item-61376\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-02\/\" class = \"hfe-menu-item\">Chapter 02<\/a><\/li>\n<li id=\"menu-item-61377\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-03\/\" class = \"hfe-menu-item\">Chapter 03<\/a><\/li>\n<li id=\"menu-item-61427\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-04\/\" class = \"hfe-menu-item\">Chapter 04<\/a><\/li>\n<\/ul> \n\t\t\t\t<\/nav>\n\t\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-fd75aed e-con-full e-flex e-con e-child\" data-id=\"fd75aed\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2642184 hfe-nav-menu__align-left hfe-submenu-icon-arrow hfe-link-redirect-child hfe-nav-menu__breakpoint-tablet elementor-widget elementor-widget-navigation-menu\" data-id=\"2642184\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;padding_horizontal_menu_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_horizontal_menu_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_menu_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;dropdown_border_radius&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;dropdown_border_radius_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;dropdown_border_radius_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;padding_horizontal_dropdown_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_dropdown_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_dropdown_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"navigation-menu.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t<div class=\"hfe-nav-menu hfe-layout-vertical hfe-nav-menu-layout vertical\" data-layout=\"vertical\">\n\t\t\t\t<div role=\"button\" class=\"hfe-nav-menu__toggle elementor-clickable\" tabindex=\"0\" aria-label=\"Menu Toggle\">\n\t\t\t\t\t<span class=\"screen-reader-text\">Menu<\/span>\n\t\t\t\t\t<div class=\"hfe-nav-menu-icon\">\n\t\t\t\t\t\t<svg aria-hidden=\"true\"  class=\"e-font-icon-svg e-fas-align-justify\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M432 416H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16A16 16 0 0 0 0 48v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16V48a16 16 0 0 0-16-16z\"><\/path><\/svg>\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<nav class=\"hfe-nav-menu__layout-vertical hfe-nav-menu__submenu-arrow\" data-toggle-icon=\"&lt;svg aria-hidden=&quot;true&quot; tabindex=&quot;0&quot; class=&quot;e-font-icon-svg e-fas-align-justify&quot; viewBox=&quot;0 0 448 512&quot; xmlns=&quot;http:\/\/www.w3.org\/2000\/svg&quot;&gt;&lt;path d=&quot;M432 416H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16A16 16 0 0 0 0 48v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16V48a16 16 0 0 0-16-16z&quot;&gt;&lt;\/path&gt;&lt;\/svg&gt;\" data-close-icon=\"&lt;svg aria-hidden=&quot;true&quot; tabindex=&quot;0&quot; class=&quot;e-font-icon-svg e-far-window-close&quot; viewBox=&quot;0 0 512 512&quot; xmlns=&quot;http:\/\/www.w3.org\/2000\/svg&quot;&gt;&lt;path d=&quot;M464 32H48C21.5 32 0 53.5 0 80v352c0 26.5 21.5 48 48 48h416c26.5 0 48-21.5 48-48V80c0-26.5-21.5-48-48-48zm0 394c0 3.3-2.7 6-6 6H54c-3.3 0-6-2.7-6-6V86c0-3.3 2.7-6 6-6h404c3.3 0 6 2.7 6 6v340zM356.5 194.6L295.1 256l61.4 61.4c4.6 4.6 4.6 12.1 0 16.8l-22.3 22.3c-4.6 4.6-12.1 4.6-16.8 0L256 295.1l-61.4 61.4c-4.6 4.6-12.1 4.6-16.8 0l-22.3-22.3c-4.6-4.6-4.6-12.1 0-16.8l61.4-61.4-61.4-61.4c-4.6-4.6-4.6-12.1 0-16.8l22.3-22.3c4.6-4.6 12.1-4.6 16.8 0l61.4 61.4 61.4-61.4c4.6-4.6 12.1-4.6 16.8 0l22.3 22.3c4.7 4.6 4.7 12.1 0 16.8z&quot;&gt;&lt;\/path&gt;&lt;\/svg&gt;\" data-full-width=\"yes\">\n\t\t\t\t\t<ul id=\"menu-1-2642184\" class=\"hfe-nav-menu\"><li id=\"menu-item-61392\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-05\/\" class = \"hfe-menu-item\">Chapter 05<\/a><\/li>\n<li id=\"menu-item-61393\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-06\/\" class = \"hfe-menu-item\">Chapter 06<\/a><\/li>\n<li id=\"menu-item-61394\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-07\/\" class = \"hfe-menu-item\">Chapter 07<\/a><\/li>\n<li id=\"menu-item-61395\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-08\/\" class = \"hfe-menu-item\">Chapter 08<\/a><\/li>\n<\/ul> \n\t\t\t\t<\/nav>\n\t\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-1ef604e e-con-full e-flex e-con e-child\" data-id=\"1ef604e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-55f4258 hfe-nav-menu__align-left hfe-submenu-icon-arrow hfe-link-redirect-child hfe-nav-menu__breakpoint-tablet elementor-widget elementor-widget-navigation-menu\" data-id=\"55f4258\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;padding_horizontal_menu_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_horizontal_menu_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_menu_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;dropdown_border_radius&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;dropdown_border_radius_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;dropdown_border_radius_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;padding_horizontal_dropdown_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_dropdown_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_dropdown_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"navigation-menu.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t<div class=\"hfe-nav-menu hfe-layout-vertical hfe-nav-menu-layout vertical\" data-layout=\"vertical\">\n\t\t\t\t<div role=\"button\" class=\"hfe-nav-menu__toggle elementor-clickable\" tabindex=\"0\" aria-label=\"Menu Toggle\">\n\t\t\t\t\t<span class=\"screen-reader-text\">Menu<\/span>\n\t\t\t\t\t<div class=\"hfe-nav-menu-icon\">\n\t\t\t\t\t\t<svg aria-hidden=\"true\"  class=\"e-font-icon-svg e-fas-align-justify\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M432 416H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16A16 16 0 0 0 0 48v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16V48a16 16 0 0 0-16-16z\"><\/path><\/svg>\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<nav class=\"hfe-nav-menu__layout-vertical hfe-nav-menu__submenu-arrow\" data-toggle-icon=\"&lt;svg aria-hidden=&quot;true&quot; tabindex=&quot;0&quot; class=&quot;e-font-icon-svg e-fas-align-justify&quot; viewBox=&quot;0 0 448 512&quot; xmlns=&quot;http:\/\/www.w3.org\/2000\/svg&quot;&gt;&lt;path d=&quot;M432 416H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16A16 16 0 0 0 0 48v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16V48a16 16 0 0 0-16-16z&quot;&gt;&lt;\/path&gt;&lt;\/svg&gt;\" data-close-icon=\"&lt;svg aria-hidden=&quot;true&quot; tabindex=&quot;0&quot; class=&quot;e-font-icon-svg e-far-window-close&quot; viewBox=&quot;0 0 512 512&quot; xmlns=&quot;http:\/\/www.w3.org\/2000\/svg&quot;&gt;&lt;path d=&quot;M464 32H48C21.5 32 0 53.5 0 80v352c0 26.5 21.5 48 48 48h416c26.5 0 48-21.5 48-48V80c0-26.5-21.5-48-48-48zm0 394c0 3.3-2.7 6-6 6H54c-3.3 0-6-2.7-6-6V86c0-3.3 2.7-6 6-6h404c3.3 0 6 2.7 6 6v340zM356.5 194.6L295.1 256l61.4 61.4c4.6 4.6 4.6 12.1 0 16.8l-22.3 22.3c-4.6 4.6-12.1 4.6-16.8 0L256 295.1l-61.4 61.4c-4.6 4.6-12.1 4.6-16.8 0l-22.3-22.3c-4.6-4.6-4.6-12.1 0-16.8l61.4-61.4-61.4-61.4c-4.6-4.6-4.6-12.1 0-16.8l22.3-22.3c4.6-4.6 12.1-4.6 16.8 0l61.4 61.4 61.4-61.4c4.6-4.6 12.1-4.6 16.8 0l22.3 22.3c4.7 4.6 4.7 12.1 0 16.8z&quot;&gt;&lt;\/path&gt;&lt;\/svg&gt;\" data-full-width=\"yes\">\n\t\t\t\t\t<ul id=\"menu-1-55f4258\" class=\"hfe-nav-menu\"><li id=\"menu-item-61409\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-09\/\" class = \"hfe-menu-item\">Chapter 09<\/a><\/li>\n<li id=\"menu-item-61410\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-10\/\" class = \"hfe-menu-item\">Chapter 10<\/a><\/li>\n<li id=\"menu-item-61411\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-11\/\" class = \"hfe-menu-item\">Chapter 11<\/a><\/li>\n<li id=\"menu-item-61412\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-12\/\" class = \"hfe-menu-item\">Chapter 12<\/a><\/li>\n<\/ul> \n\t\t\t\t<\/nav>\n\t\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-711d2c0b e-flex e-con-boxed e-con e-parent\" data-id=\"711d2c0b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2792d50b elementor-widget elementor-widget-text-editor\" data-id=\"2792d50b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<h2>\u00a0<\/h2>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-1ff4efff e-flex e-con-boxed e-con e-parent\" data-id=\"1ff4efff\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div 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