The Money You've Already Earned (Off the Books — Episode 1)

Most firms think they need to bill more hours to make more money. The bigger opportunity is usually the revenue they've already earned and never captured. In the first episode of Off the Books, Jonathon Fishman and Gary Allen break down the four numbers that tell you almost everything about a firm's financial health — utilization, realization, collection rate, and time to money — and why small movements in each one add up to real cash. Gary draws on 40 years in practice; Jonathon on thousands of conversations with midsize firms. The throughline: this isn't about working harder. It's about capturing the value of work you've already done. If you're a managing partner or firm administrator, this is the episode to watch before your next numbers conversation. Off the Books is a production of LeanLaw — the Legal Revenue Operations partner for law firms. Book a demo — https://www.leanlaw.co/demo/