The Practice Playbook Podcast with Susan Guthrie

Susan E. Guthrie LLC
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Welcome to The Practice Playbook Podcast, the go-to show for legal and dispute resolution professionals who want more than just survival in their practices; they want strategy, sustainability, and success. Hosted by best-selling author, attorney, mediator, and practice development expert Susan E. Guthrie, this podcast brings you straight-talking insights, actionable tips, and real-world advice on what it takes to thrive in today’s evolving professional landscape. Whether you're a lawyer, mediator, coach, or consultant, you'll learn how to build a business that reflects your values, supports your lifestyle, and positions you as a trusted expert. Each episode pulls from the strategies in The Practice Playbook book series, featuring topics like: Ditching the billable hour and implementing flat fees with confidence Building a thought leadership brand that attracts ideal clients Using AI and technology to streamline your workflow and boost productivity Mastering client experience, referrals, and pricing strategy Real-world case studies, expert interviews, and practice-building stories From the creator of The Flat Fee Playbook, The Thought Leadership Playbook, and The Practice Accelerator membership community - this is your weekly shot of clarity, confidence, and momentum. Your practice doesn’t have to be overwhelming. It just needs a better playbook.

  1. 5D AGO

    Are You Building a Firm or Just a High-Paying Job? | The Founder Dependency Trap with Andrea Steinbrenner on the Practice Playbook Podcast #555

    Are you building a firm, or have you really built yourself a very high-paying job? That is a question every entrepreneurial professional needs to confront at some point, whether you are five years into practice or thirty-five. This week, Susan Guthrie welcomes Andrea Steinbrenner for a thoughtful and eye-opening conversation about what it truly means to build something that can sustain itself beyond the founder. Andrea is the CEO and Partner of Exit Consulting Group, where she helps business owners plan for succession, transition, and exit. A former fractional CFO and operational leader, she brings deep strategic and practical experience. What makes this conversation especially powerful is that she does not view exit planning as simply a transaction. She frames it as something much bigger.  It is about transition, legacy, and long-term relevance. Together, Susan and Andrea explore what happens when a business is built around one person, the emotional and practical challenges of letting go, and what it really takes to create something that can endure.  Whether you plan to sell, wind down, pass your work on, or simply want more freedom in your life, this conversation invites you to consider an essential truth: A business that depends entirely on you is inherently fragile, and building something that lasts requires intentional planning long before any transition begins. What You’ll Learn: Why a business that cannot run without you is not yet transferable and what that actually means about structure, not success How to think about exit strategy as transition, legacy, and future freedom rather than simply selling Why timing matters and how early structural changes create more options later How to assess whether you are building a scalable firm or sustaining a high performing job Where founder dependency shows up and how to identify if you are a single point of failure One practical step you can take in the next ninety days to build real leverage in your business Guest Andrea Steinbrenner is the Chief Executive Officer and Partner of Exit Consulting Group, Inc. (ECG), where she leads with strategic vision and cultural integrity. Her career spans retail management, accounting, and operations, including serving as a fractional CFO and VP of Operations at TGG Accounting, where she helped scale the firm significantly. After earning her EMBA, she founded Canopy Consulting before joining ECG in 2019, rising from consultant to COO and ultimately CEO in 2022. Known for her clear communication and “Tarzan” analogy of bridging strategy and execution, Andrea prioritizes active listening to align company goals with client success. Outside of work, she enjoys baking, hiking, reading, and raising poodles with her husband, Todd. Connect with Andrea: Website: https://exitconsultinggroup.com/ LinkedIn: https://www.linkedin.com/in/andreasteinbrenner/ Featured Companion Resource: The Founder Independence Scorecard Take this conversation from insight to action with The Founder Independence Scorecard, a companion resource created for this episode. This short, strategic self assessment helps you see clearly whether you are building a scalable firm or sustaining a high performing job. More importantly, it helps you identify where you are structurally strong, where you may be a single point of failure, and one practical move you can make in the next ninety days to build real leverage. Download the companion scorecard here: bit.ly/PPP-Founder-Scorecard This Episode is Sponsored by Fourth Party FourthParty bridges the gap between great mediators and great businesses by offering technology and guidance that make running a mediation practice feel effortless. Say goodbye to the pain of scheduling, payments, and communications.   FourthParty is offering listeners 20% off their first 6 months with the codes SUSAN20. Head over to FourthParty.app and schedule a conversation with the team. https://fourthparty.app Meet Our Creator and Host: Susan Guthrie Susan E. Guthrie is one of the most respected voices in mediation and conflict resolution today. A nationally recognized family law attorney and mediator for 35 years, she is now a top professional coach and consultant helping dispute resolution and legal professionals build thriving, modern practices. Susan recently appeared on The Oprah Daily Podcast, expanding her reach to an even broader audience and highlighting her role as a trusted expert in divorce, communication, and modern conflict resolution. She is also the creator and host of The Divorce & Beyond Podcast, ranked in the top 1% worldwide, with millions of listeners and a global following. As Immediate Past Chair of the American Bar Association Section of Dispute Resolution, Susan continues to shape the future of the profession while training and mentoring practitioners around the world. Connect with Susan E. Guthrie Website: https://susaneguthrie.com Books: https://susaneguthrie.com/susans-books LinkedIn: www.linkedin.com/in/susaneguthrie Instagram: @susaneguthrie and @practiceplaybookpodcast    —--------------------------

    50 min

  2. FEB 5

    Revenue Isn’t the Goal. Profit Is. Darren Wurz on What Really Matters on the Practice Playbook Podcast #554

    This is not your typical episode on profitability. Susan Guthrie welcomes guest Darren Wurz,CFP®, who brings a fresh and innovative approach to what profit really means for legal professionals. He explains why chasing higher revenue alone can actually leave firm owners feeling more stressed, stretched thin, and disconnected from the life they want their practice to support. Darren is the founder of The Lawyer Millionaire and a fiduciary financial planner who works exclusively with law firm owners. He brings a rare perspective shaped by his background as an educator and his deep understanding of both business strategy and personal finance. In this conversation, they dig into what profitability really means, why growing a firm can actually reduce profit if you’re not careful, and the practical systems that help lawyers keep more of what they earn while building businesses that support the lives they want. This episode invites you to slow down, challenge familiar assumptions, and think about profit in a more intentional, sustainable way. What You’ll Learn: Why profitability is not the same thing as revenue, and how a growing practice can still leave you financially strained if you’re not being intentional  How separating business and personal finances, paying yourself consistently, and setting profit aside on purpose can transform both your numbers and your decision-making Why profitability is a team sport, and how aligning your staff around clear financial goals leads to better choices across the firm The hidden cost of rushed decisions, and why slowing down to think strategically can protect your profit and your long-term vision Guest Darren Wurz, CFP®, is the founder of The Lawyer Millionaire®. He is a fiduciary financial planner who works exclusively with law firm owners, helping them bridge the gap between running a successful practice and actually building lasting wealth. What makes Darren’s perspective so compelling is his path. He didn’t come up through traditional finance sales. He started as a teacher, driven by a genuine commitment to helping people grow, and that mindset carries through everything he does today. Through his work with lawyers across the country, Darren saw a pattern that will sound very familiar to many of you. Talented, driven professionals bringing in good revenue, but still struggling with cash flow, taxes, long-term planning, and the question of what all that hard work is really building toward. So he built something that didn’t exist. A flat-fee advisory firm designed specifically for law firm owners, combining business strategy, tax-smart planning, and personal financial coaching. Connect with Darren Community: https://community.lawyermillionaire.com Website: https://thelawyermillionaire.com Podcast: https://www.lawyermillionaire.com/the-lawyer-millionaire-podcast Book: https://www.lawyermillionaire.com/the-lawyer-millionaire-book Related Resources Download the Law Firm Profit First Set Up Guide and Instant Cash Flow Assessment Profit First by Mike Michalowicz Simple Numbers, Straight Talk, Big Profits by Greg Crabtree The Great Game of Business by Jack Stack The Road Less Stupid by Keith Cunningham Meet Our Creator and Host: Susan Guthrie Susan E. Guthrie is one of the most respected voices in mediation and conflict resolution today. A nationally recognized family law attorney and mediator for 35 years, she is now a top professional coach and consultant helping dispute resolution and legal professionals build thriving, modern practices.  Susan recently appeared on The Oprah Daily Podcast, expanding her reach to an even broader audience and highlighting her role as a trusted expert in divorce, communication, and modern conflict resolution. She is also the creator and host of The Divorce & Beyond Podcast, ranked in the top 1% worldwide, with millions of listeners and a global following. As Immediate Past Chair of the American Bar Association Section of Dispute Resolution, Susan continues to shape the future of the profession while training and mentoring practitioners around the world. Connect with Susan E. Guthrie Website: https://susaneguthrie.com Books: https://susaneguthrie.com/susans-books LinkedIn: www.linkedin.com/in/susaneguthrie Instagram: @susaneguthrie and @practiceplaybookpodcast   —--------------------------

    48 min

  3. JAN 22

    Why LinkedIn Likes Aren't Growing Your Practice (And What Actually Does) with Susan Guthrie on the Practice Playbook Podcast #553

    You’re posting on LinkedIn. People are liking and commenting on your posts. And yet, when you look at your practice, nothing has really changed. In this episode, Susan Guthrie unpacks a pattern she sees repeatedly in workshops, retreats, and strategy sessions with experienced professionals using LinkedIn. The effort is there. The consistency is there. But the results do not match the visibility. Susan explores why LinkedIn engagement can be misleading, how professionals get stuck being visible without being positioned, and how to use the platform as a long-term trust builder rather than a popularity contest. What You’ll Learn: Why LinkedIn likes and comments reflect agreement, not trust, and what decision-makers are actually evaluating before they reach out How the content that leads to clients often receives less engagement, and why authority-signaling posts work differently by design How to tell when your LinkedIn visibility is not positioning you clearly, and why positioning matters more than posting consistency Related Resources The Business Planning Playbook The Flat Fee Playbook The Thought Leadership Playbook Upcoming Live Session 🎙 Ask Susan Anything: New Year Practice Building Focus 📅 February 2 at 11am CT A free live session for dispute resolution professionals ready to break old patterns and build smarter strategies. Register here: https://lnkd.in/ggtQJudk Meet Our Creator and Host: Susan Guthrie Susan E. Guthrie is one of the most respected voices in mediation and conflict resolution today. A nationally recognized family law attorney and mediator for 35 years, she is now a top professional coach and consultant helping dispute resolution and legal professionals build thriving, modern practices. Susan recently appeared on The Oprah Daily Podcast, expanding her reach to an even broader audience and highlighting her role as a trusted expert in divorce, communication, and modern conflict resolution. She is also the creator and host of The Divorce & Beyond Podcast, ranked in the top 1% worldwide, with millions of listeners and a global following. As Immediate Past Chair of the American Bar Association Section of Dispute Resolution, Susan continues to shape the future of the profession while training and mentoring practitioners around the world. Connect with Susan E. Guthrie Website: https://susaneguthrie.com Books: https://susaneguthrie.com/susans-books LinkedIn: www.linkedin.com/in/susaneguthrie Instagram: @susaneguthrie and @practiceplaybookpodcast

    16 min

  4. JAN 15

    The Future of Dispute Resolution Is Already Here: 3 Trends for 2026 with Susan Guthrie on the Practice Playbook Podcast #552

    What trends will shape dispute resolution in 2026? How should mediators and arbitrators adapt right now? And what does this mean for your business plan going forward? In this episode of The Practice Playbook Podcast, Susan Guthrie breaks down the three most important trends shaping dispute resolution in 2026 and explains how dispute resolution professionals can use these shifts to future-proof their practices. This conversation grew out of Susan’s work on the third book in the Practice Playbook Series, The Business Planning Playbook, and centers on one essential idea: A business plan is not a one-and-done document. It is a living strategy that must evolve as the world and your practice change. You will learn how AI is becoming infrastructure in dispute resolution, why the profession is moving beyond hourly billing, and how specialization in emerging practice areas is driving growth in the U.S. and globally. This episode also includes a free downloadable handout with sample AI prompts to help you apply these ideas immediately. What You’ll Learn Why AI is now part of everyday dispute resolution practice How AI can support pricing analysis and innovative fee models Why the shift is not flat fees versus hourly billing, but moving beyond hourly billing entirely How AI Deep Research and Learning Mode can help you identify emerging practice areas Why specialization is driving visibility and opportunity in 2026 How emerging trends should inform your business plan this year and beyond The 3 Trends Covered 1. AI as Infrastructure AI is no longer optional. Used responsibly, it enhances judgment, preparation, and workflow efficiency. 2. Moving Beyond Hourly Billing Clients want clarity and predictability. Innovative pricing models align services with value, not time. 3. Specialization and Emerging Practice Areas Growth is increasingly driven by depth, particularly in areas like data privacy, employment, and ESG-related disputes. Free Download: AI Prompt Handout Download the companion resource to this episode, including sample AI prompts to help you: Evaluate your current pricing Explore innovative pricing models Research emerging practice areas Build a learning and positioning plan 📥 Download here: https://susaneguthrie.thinkific.com/products/digital_downloads/ai-placeholder-8   Related Resources The Business Planning Playbook The Flat Fee Playbook The Thought Leadership Playbook Upcoming Live Session 🎙 Ask Susan Anything: New Year Practice Building Focus 📅 February 2 A free live session for dispute resolution professionals ready to break old patterns and build smarter strategies. Register here: https://lnkd.in/ggtQJudk   Meet Our Creator and Host: Susan Guthrie Susan E. Guthrie is one of the most respected voices in mediation and conflict resolution today. A nationally recognized family law attorney and mediator for 35 years, she is now a top professional coach and consultant helping dispute resolution and legal professionals build thriving, modern practices. Susan recently appeared on The Oprah Daily Podcast, expanding her reach to an even broader audience and highlighting her role as a trusted expert in divorce, communication, and modern conflict resolution. She is also the creator and host of The Divorce & Beyond Podcast, ranked in the top 1% worldwide, with millions of listeners and a global following. As Immediate Past Chair of the American Bar Association Section of Dispute Resolution, Susan continues to shape the future of the profession while training and mentoring practitioners around the world. Connect with Susan E. Guthrie Website: https://susaneguthrie.com Books: https://susaneguthrie.com/susans-books LinkedIn: www.linkedin.com/in/susaneguthrie Instagram: @susaneguthrie and @practiceplaybookpodcast

    20 min

  5. JAN 8

    The Mediator’s Edge: Experience, Intuition, and the Skills That Endure with Lawrence Kolin on the Practice Playbook Podcast #551

    In a profession increasingly shaped by AI, virtual platforms, and rapid technological change, it is easy to believe that success depends on mastering the newest tools. In this episode, we take a different approach. Susan Guthrie is joined by veteran mediator and arbitrator Lawrence Kolin for a grounded, insightful conversation about what actually gets cases settled and why the core skills of peacemaking still matter more than ever. With nearly twenty-five years of experience resolving complex disputes, Lawrence has practiced through sweeping changes in how mediation is conducted. Yet his message is clear: while the tools have evolved, human nature has not. Trust, intuition, preparation, and the ability to read people in the room remain the true differentiators for effective neutrals. This episode explores why experienced mediators continue to succeed even as the profession evolves and what practitioners at every stage can learn from returning to fundamentals. In this episode, you’ll hear: Why mediation’s core principles have endured for thousands of years The limits of technology and what AI cannot replace in dispute resolution How experienced neutrals identify the true “nub” of a dispute The information paradox in modern mediation and why more data does not always lead to better outcomes How trust, reputation, and word of mouth still drive mediator selection The role of intuition, judgment, and experience in moving parties toward agreement Why adaptability and curiosity are essential skills for long-term success Whether you are building your practice, refining your craft, or navigating a rapidly changing professional landscape, this conversation is a powerful reminder of where the real edge comes from. Guest: Lawrence Kolin is an AV-Rated, Preeminent Super Lawyer and a highly respected mediator and arbitrator who has resolved thousands of cases in state, federal, and appellate courts. A former General Magistrate in Florida’s Ninth Judicial Circuit, Lawrence now serves as a neutral panelist with Upchurch Watson White & Max, the American Health Law Association, and the American Arbitration Association. Contact Lawrence Kolin:  Email: lkolin@gmail.com Blog: www.OrlandoMediator.blogspot.com  LinkedIn:  https://linkedin.com/in/lkolin   ******************************************* Get Susan's Latest Book and Start 2026 with a Plan! The Business Plan Playbook is a practical guide for dispute resolution professionals and legal entrepreneurs who want to build a sustainable, intentional practice. This book walks you through how to clarify your vision, define your ideal work, structure your services, and make smart business decisions in a profession that is evolving quickly. It is not about predicting the future. It is about creating a framework you can rely on as your practice grows and changes. Learn more about the book and explore Susan’s full collection of titles here: https://susaneguthrie.com/susans-books   Meet Our Creator and Host: Susan Guthrie Susan E. Guthrie is one of the most respected voices in mediation and conflict resolution today. A nationally recognized family law attorney and mediator for 35 years, she is now a top professional coach and consultant helping dispute resolution and legal professionals build thriving, modern practices. Susan recently appeared on The Oprah Daily Podcast, expanding her reach to an even broader audience and highlighting her role as a trusted expert in divorce, communication, and modern conflict resolution. She is also the creator and host of The Divorce & Beyond Podcast, ranked in the top 1% worldwide, with millions of listeners and a global following. As Immediate Past Chair of the American Bar Association Section of Dispute Resolution, Susan continues to shape the future of the profession while training and mentoring practitioners around the world. Connect with Susan E. Guthrie Website: https://susaneguthrie.com Books: https://susaneguthrie.com/susans-books LinkedIn: www.linkedin.com/in/susaneguthrie Instagram: @susaneguthrie and @practiceplaybookpodcast

    45 min

  6. 12/18/2025

    Tech That Works for Neutrals: Smarter Pricing Models and the Tools Transforming ADR with Gary Doernhoefer of ADR Notable on the Practice Playbook Podcast #550

    Technology now sits at the center of modern ADR practice, and the decisions we make about tools, pricing, and security have real consequences for our efficiency, profitability, and client experience. In this episode of the Practice Playbook Podcast, I’m joined by legal tech pioneer Gary Doernhoefer to unpack what actually works for mediators, arbitrators, and dispute resolution firms today. Gary and I talk candidly about how ADR technology has evolved, why many traditional pricing models no longer serve neutrals, and how integrated platforms can eliminate friction while protecting confidentiality. If you’re rethinking your tech stack for 2025 and beyond, this conversation offers practical insight and strategic clarity. In This Episode, You’ll Learn: Why eliminating friction points like manual data entry, repetitive forms, and disconnected tools is critical to a sustainable ADR practice How automated intake, conflict checks, document generation, and secure communications can reclaim hours of professional time The risks of piecemeal tech stacks and why integrated platforms offer stronger security and reliability How AI tools like ADR Coach can support both practitioners and parties without replacing professional judgment More About This Week's Special Guest: Gary Doernhoefer graduated from the University of Chicago School of Law and has 40 years of experience in private practice, as an in-house attorney, general counsel and entrepreneur in two successful technology startup companies. His legal experience convinced him of the benefits of ADR and inspired him to apply his skills to the development of technology for dispute resolution practitioners. He is the founder of ADR Notable - the leading case and practice management software designed specifically for ADR practitioners. He also serves as Co-Chair of the ADR Practice Skills and Technology Innovations Committee of the ABA Dispute Resolution Section, and is a frequent speaker on ADR technology. Website and Contact Information: ADR Notable: https://www.adrnotable.com Social media: https://www.linkedin.com/in/gdoernhoefer/ https://www.linkedin.com/company/adr-notable/ Who This Episode Is For Mediators Family law and collaborative professionals Attorneys, arbitrators, and legal neutrals Coaches and consultants working in conflict resolution Solo practitioners and small to mid-size ADR firms Practice owners seeking efficiency, scalability, and sustainability Resources Mentioned The Flat Fee Playbook – Your guide to building, structuring, and pricing flat fee services ADR Notable website and demo signup The Flat Fee Playbook by Susan Guthrie Join the waitlist for The Practice Accelerator, Susan’s brand-new subscription program packed with resources, tools, and community support to help you grow smarter. RPS Coach Revealed: Professor John Lande’s New Tool to Transform Your Mediation Practice (Part One) on Make Money Mediating #532 RPS Coach Revealed: Professor John Lande’s New Tool to Transform Your Mediation Practice (Part Two) on Make Money Mediating #533 Meet Our Creator and Host: Susan Guthrie Susan E. Guthrie is one of the most respected voices in mediation and conflict resolution today. A nationally recognized family law attorney and mediator for 35 years, she is now a top professional coach and consultant helping dispute resolution and legal professionals build thriving, modern practices. Susan recently appeared on The Oprah Daily Podcast, expanding her reach to an even broader audience and highlighting her role as a trusted expert in divorce, communication, and modern conflict resolution. She is also the creator and host of The Divorce & Beyond Podcast, ranked in the top 1% worldwide, with millions of listeners and a global following. As Immediate Past Chair of the American Bar Association Section of Dispute Resolution, Susan continues to shape the future of the profession while training and mentoring practitioners around the world. Connect with Susan E. Guthrie Website: https://susaneguthrie.com Books: https://susaneguthrie.com/susans-books LinkedIn: www.linkedin.com/in/susaneguthrie Instagram: @susaneguthrie and @practiceplaybookpodcast

    46 min

  7. 12/04/2025

    What Worked, What Didn’t, and What to Leave Behind: A Candid Practice Debrief for 2025 with Susan Guthrie on the Practice Playbook Podcast #549

    If you want a clearer, steadier, and more grounded start to 2026, this episode offers the essential year-end reflection every legal and dispute resolution professional should be doing. As the year winds down, Susan Guthrie, nationally recognized mediator, legal entrepreneur, and bestselling author,  guides you through a candid, deeply clarifying debrief of your practice. Instead of waiting for the calendar to turn and hoping things feel different in January, Susan shows you how to understand the patterns, decisions, and dynamics that shaped your year. You’ll look closely at what worked, what drained you, and what you’re finally ready to let go of, so you can step into the new year with focus, intention, and renewed purpose. This episode mirrors the same process Susan uses with her private coaching clients every December, and it includes access to a powerful companion worksheet to help you translate today’s insights into a written plan for the year ahead. Whether you want to strengthen your systems, expand your visibility, refine your services, or simply create more ease in your business, this honest debrief will help you step into 2026 with clarity and confidence. In This Episode, You’ll Learn: Your wins are your data! Identify the strategies and behaviors that moved your practice forward this year How to uncover the projects, habits, and commitments that drained your time or energy Why follow-up remains one of the most powerful (and underused) growth tools in any practice How to evaluate opportunities that aligned with your vision and those that didn’t Key questions for assessing visibility, client experience, efficiency, and sustainability How to identify what to refine, what to adjust, and what to release completely The emotional and practical power of letting go How to turn lessons learned into strategic choices for the year ahead Download the Year-End Debrief Companion Worksheet Make this reflection process easy and intentional with a guided worksheet created specifically for this episode. This companion resource walks you through each step of your year-end debrief so you can capture your insights clearly and turn them into meaningful action for 2026. Download the worksheet here: https://susaneguthrie.thinkific.com/products/digital_downloads/ai-placeholder-5   Inside, you’ll find thoughtful prompts and supportive questions that help you identify your wins, acknowledge what didn’t work, and decide what you’re ready to release. It’s a simple, structured way to gather everything you uncovered in this episode and shape it into a confident plan for the year ahead. Who This Episode Is For Mediators Family law and collaborative professionals Attorneys, arbitrators, and legal neutrals Coaches and consultants in conflict resolution Solo and small firm practice owners Entrepreneurs seeking more clarity, sustainability, and purpose Anyone preparing their strategic foundation for 2026 Resources Mentioned Jill Sherer Murray’s TEDx Talk: “The Unstoppable Power of Letting Go” Year-End Debrief Companion Worksheet – Free download can be found here https://susaneguthrie.thinkific.com/products/digital_downloads/ai-placeholder-5 This Episode is Sponsored by Fourth Party FourthParty bridges the gap between great mediators and great businesses by offering technology and guidance that make running a mediation practice feel effortless. Say goodbye to the pain of scheduling, payments, and communications.   FourthParty is offering listeners 20% off their first 6 months with the codes SUSAN20. Head over to FourthParty.app and schedule a conversation with the team. https://fourthparty.app Meet Our Creator and Host: Susan E. Guthrie Susan E. Guthrie is one of the most respected voices in mediation and conflict resolution today. A nationally recognized family law attorney and mediator for 35 years, she is now a top professional coach and consultant helping dispute resolution and legal professionals build thriving, modern practices. Susan recently appeared on The Oprah Daily Podcast, expanding her reach to an even broader audience and highlighting her role as a trusted expert in divorce, communication, and modern conflict resolution. She is also the creator and host of The Divorce & Beyond Podcast, ranked in the top 1% worldwide, with millions of listeners and a global following. As Immediate Past Chair of the American Bar Association Section of Dispute Resolution, Susan continues to shape the future of the profession while training and mentoring practitioners around the world. Connect with Susan E. Guthrie Website: https://susaneguthrie.com Books: https://susaneguthrie.com/susans-books LinkedIn: www.linkedin.com/in/susaneguthrie Instagram: @susaneguthrie and @practiceplaybookpodcast

    29 min

  8. 11/20/2025

    The Profit Checkup: Your Year-End Guide to Smarter Pricing in 2026 on the Practice Playbook Podcast #548

    If you want more clarity, higher revenue, and a smoother path into 2026, this episode is your essential year-end roadmap. November is the strategic moment for legal and dispute resolution professionals to review their pricing, refine their services, and set the stage for a more profitable year ahead. In this solo episode, Susan E. Guthrie, nationally recognized mediator, legal entrepreneur, and author of The Flat Fee Playbook, walks you through a complete “Profit Checkup” designed specifically for mediators, attorneys, collaborative professionals, coaches, and conflict-resolution entrepreneurs. Whether you are preparing to raise your rates, transition to flat fee services, improve client experience, or finally bring your systems in line with your value, this actionable episode gives you the structure and clarity to make smart, strategic decisions before the new year begins. You will learn how to assess your current pricing, evaluate your true profit margins, analyze your most and least profitable services, and identify the bottlenecks that quietly erode your income and energy. Susan also explores the emotional side of pricing decisions and why most professionals struggle with raising their rates even when the data tells them they should. And because year-end is the perfect time for strategic planning, Susan shares a powerful companion tool for this episode: The Profit Checkup Worksheet, a free downloadable checklist that walks you step-by-step through the exact process she uses with her coaching clients and inside The Flat Fee Playbook. If you want a profitable, focused, and confident start to 2026, this episode is your guide. In This Episode, You’ll Learn: • Why November, not January, is the smartest time to review and revise your pricing (although it's never too late!) • How to evaluate whether your fees reflect your expertise, market, and current demand • The three questions every practitioner should ask when assessing their pricing • How to calculate your “effective hourly rate” and why it matters more than your billed rate • Why flat fees reduce friction, increase predictability, and enhance client experience • Which services are most likely ready for a pricing change or structural redesign • How to assess your service mix for profitability, client fit, energy impact, and alignment • What bottlenecks silently drain your revenue and how to identify them • The emotional barriers that prevent professionals from raising prices • Why pricing is a leadership decision, not a math exercise • Key system updates you must complete before implementing new pricing in 2026 Download the Profit Checkup Worksheet Make this process effortless with a step-by-step worksheet that guides you through your year-end pricing review, service audit, and 2026 planning. Download the worksheet here: https://susaneguthrie.thinkific.com/products/digital_downloads/profit-checkup-worksheet This companion resource includes prompts, checklists, and guided questions that help you make informed, confident pricing decisions without overwhelm. Who This Episode Is For This episode is ideal for: • Mediators • Family law and collaborative attorneys • Arbitrators and legal neutrals • Coaches and consultants in conflict resolution • Solo practitioners and small firm owners • Professionals transitioning to flat fee or hybrid pricing • Legal entrepreneurs building or scaling their practices • Anyone preparing for 2026 business planning and revenue strategy If you want more profit, simplicity, and stability in your practice next year, this episode gives you the exact roadmap. Resources Mentioned • The Flat Fee Playbook – Your guide to building, structuring, and pricing flat fee services • Profit Checkup Worksheet – Free download • Thought Leadership Playbook – Build your platform and elevate your visibility • Business Planning Playbook (Coming Soon) – A complete framework for building a modern, strategic business plan • Practice Building Tip of the Day Newsletter on LinkedIn Meet Our Creator and Host: Susan Guthrie Susan E. Guthrie is one of the most respected voices in mediation and conflict resolution today. A nationally recognized family law attorney and mediator for 35 years, she is now a top professional coach and consultant helping dispute resolution and legal professionals build thriving, modern practices. Susan recently appeared on The Oprah Daily Podcast, expanding her reach to an even broader audience and highlighting her role as a trusted expert in divorce, communication, and modern conflict resolution. She is also the creator and host of The Divorce & Beyond Podcast, ranked in the top 1% worldwide, with millions of listeners and a global following. As Immediate Past Chair of the American Bar Association Section of Dispute Resolution, Susan continues to shape the future of the profession while training and mentoring practitioners around the world. Connect with Susan E. Guthrie Website: https://susaneguthrie.com Books: https://susaneguthrie.com/susans-books LinkedIn: www.linkedin.com/in/susaneguthrie Instagram: @susaneguthrie and @practiceplaybookpodcast

    29 min
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4.9
out of 5
33 Ratings

About

Welcome to The Practice Playbook Podcast, the go-to show for legal and dispute resolution professionals who want more than just survival in their practices; they want strategy, sustainability, and success. Hosted by best-selling author, attorney, mediator, and practice development expert Susan E. Guthrie, this podcast brings you straight-talking insights, actionable tips, and real-world advice on what it takes to thrive in today’s evolving professional landscape. Whether you're a lawyer, mediator, coach, or consultant, you'll learn how to build a business that reflects your values, supports your lifestyle, and positions you as a trusted expert. Each episode pulls from the strategies in The Practice Playbook book series, featuring topics like: Ditching the billable hour and implementing flat fees with confidence Building a thought leadership brand that attracts ideal clients Using AI and technology to streamline your workflow and boost productivity Mastering client experience, referrals, and pricing strategy Real-world case studies, expert interviews, and practice-building stories From the creator of The Flat Fee Playbook, The Thought Leadership Playbook, and The Practice Accelerator membership community - this is your weekly shot of clarity, confidence, and momentum. Your practice doesn’t have to be overwhelming. It just needs a better playbook.

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