According to “The Phrase Finder” website, the phrase “less is more” is a 19th century proverbial phrase that was first found in print in Andrea del Sarto, 1855, a poem by Robert Browning:
Who strive – you don’t know how the others strive
To paint a little thing like that you smeared
Carelessly passing with your robes afloat,-
Yet do much less, so much less, Someone says,
(I know his name, no matter) – so much less!
Well, less is more, Lucrezia.
The phrase is often associated with the architect and furniture designer Ludwig Mies Van Der Rohe (1886-1969), one of the founders of modern architecture and a proponent of simplicity of style.*
Countless authors and designers have used and re-used the phrase and you probably hear it often in casual converstation and business meetings. How does this relate to Limited Scope Representation Practice?
In Start and Grow Your Limited Scope Practice, I included a chapter “DIYers: Seeking Less for Less,” to walk the reader through an analysis of the premise that Do-It-Yourself types, “regardless of their motives, seek less for less. They want contained costs and control over the services and will take on some tasks to keep costs down.”
Lawyers who find ways to serve clients in limited ways by providing appropriate limited scope representation will tap into a huge market of prospective clients hungry for ways to get their simple legal matters finished for a fair price. These clients can pay piecemeal, as the work proceeds, and will likely return time and time again. They are willing to pay “less” for less work from you, which turns out to be “more” for these clients because they would not receive any services from a full-scope, high-retainer firm. (These points are explained more thoroughly in the book. Download yours today!)
This is not “supply side” economics; the demand is already out there. All you need to do is learn how to reach the prospective clients, communicate your LSR services and pricing, and establish the lawyer-client relationship correctly.
Then watch your LSR practice grow!
* “Less is More”, The Phrase Finder, accessed online April 8, 2012.