The Business Side Of Law: Steve Mehr On 5 Things You Need To Create Or Lead A Successful Law Firm

An Interview With Eric Pines

Effective Operations: Streamlined operations are the backbone of a thriving law firm. This includes efficient case management, client communication, and administrative functions. For example, integrating advanced software can significantly enhance productivity and reduce errors, allowing the firm to handle more cases with greater efficiency and accuracy.

Law school primarily prepares lawyers for the practice of law. But leading or starting a law firm requires so much more than that. It requires the entrepreneurial skills that any CEO would need to run a business; How to manage personnel, how to hire and fire, how to generate leads, how to advertise, how to manage finances, etc. On the business side of law, what does an attorney need to know to create a successful and thriving law practice? To address these questions, we are talking to successful law firm principals who can share stories and insights from their experience about the “5 Things You Need To Create Or Lead A Successful Law Firm”.

As a part of this series, we had the pleasure of interviewing Steve Mehr, Founding Partner and Attorney at Sweet James LLC.

Steve is the founding partner of Sweet James, one of the largest and most respected personal injury law firms in the United States. With over two decades of experience, Steve specializes in representing victims of catastrophic injuries, product liability, vehicle and boating accidents, brain injuries, medical malpractice, and more. Throughout his legal career, he has overseen hundreds of millions of dollars in successful recoveries for clients.

As an entrepreneur and business leader, Steve has a passion for growing businesses and helping others scale their businesses. Armed with his proprietary CRM software crafted in 2006, Steve decoded the language of data, fueling explosive growth at his firm. Having sold his law firm for multiple seven figures, Steve offers a one-of-a-kind insider perspective into scaling, managing, selling, financing and negotiating, making him the go-to person for building lucrative enterprises.

When Steve is not seeking justice on behalf of his clients or helping businesses expand, he is dedicating his time to mentorship programs. Additionally, Steve is an avid philanthropist and works with charities in the local community to serve those who are less fortunate.

Thank you so much for joining us in this interview series! Before we dive in, our readers would love to “get to know you” a bit better. Can you tell us a bit about your ‘backstory’ and how you ended up where you are? Specifically, we’d love to hear the story of how you began to lead your practice.

My story begins with my parents’ move from Iran to the largely non-diverse community of Dana Point, California, in the 1970s. Growing up, I encountered significant discrimination and bullying, particularly during high school amid Desert Storm and Middle Eastern conflicts. During these formative years, I often found myself in unwanted physical altercations standing up for both my own dignity and that of other targeted students. These experiences instilled in me a deep commitment to defending the vulnerable and combating injustice. This resolve shaped my path to law school and fueled my drive to advocate for those facing unfair treatment. This dedication led me to co-found Sweet James Accident Attorneys, which today is one of the nation’s largest injury law firms. Our team of over 400 legal professionals and 50-plus lawyers is dedicated to being a voice for personal injury victims and their families.

I’m a huge fan of mentorship throughout one’s career. None of us are able to achieve success without some help along the way. Who has been your biggest mentor? What was the most valuable lesson you learned from them?

I’ve been fortunate to have many mentors throughout my life, each contributing to my growth in unique ways. However, my first and most impactful mentor was my father. Watching him work tirelessly to provide for our family, despite the language barriers and limited education, was profoundly inspiring. He never once complained about the many challenges he faced, and through his example, I learned that having the opportunity to work is a privilege, not a burden. His example taught me that working hard and facing your difficulties head-on is integral to achieving success.

From completing your degree to opening a practice and becoming a business owner, your path was most likely challenging. Can you share a story about one of your greatest struggles? Can you share what you did to overcome it?

My journey has been marked by numerous challenges, each shaping my resilience and determination. From enduring bullying and changing high schools during my formative years, to becoming self-sufficient at 18 and working full-time and attending law school at night, my path has been anything but easy. One of the most profound struggles was facing the critical health of my firstborn, who spent months in the ICU and had multiple surgeries, a period of unimaginable stress and uncertainty. These experiences, though difficult, reinforced a crucial lesson: life is a series of challenges, and only those who embrace resilience can truly thrive. I’ve learned that the greatest traits a person can possess are resilience, resourcefulness, and the mental fortitude to move forward without dwelling on past hardships. It’s this mindset that has allowed me to navigate and grow from the many obstacles I’ve encountered.

Can you please give us your favorite “Life Lesson Quote”? Can you share a story about how that was relevant in your own life?

One of my favorite quotes is from Winston Churchill: “Success is not final, failure is not fatal: It is the courage to continue that counts.” This quote resonates deeply with me because it encapsulates a fundamental truth about perseverance and resilience. Churchill’s words remind me that neither success nor failure defines us — our true measure lies in our ability to keep moving forward.

In the realm of law, this principle is especially relevant. Each client’s case comes with its own unique set of hurdles and setbacks, and the pursuit of justice is rarely a straightforward path. Embracing the reality that setbacks are merely part of the journey — and not its conclusion — is crucial. Creating a team that persists, adapts, and advocates relentlessly for our clients is what truly makes a difference in achieving exceptional results.

In business, this mindset is equally pivotal. No matter how robust your systems, processes, or results may be, true success lies in the continuous pursuit of improvement and innovation. Resting on past achievements is not an option; instead, you must constantly redefine and evolve your approach to ensure that you remain competitive and effective. This never-ending evolution in business is often lost upon law firms.

This is not easy work. What is your primary motivation and drive behind the work that you do?

My primary motivation lies in the profound impact we have on our clients’ lives and the communities we serve. We assist individuals who have suffered life-altering injuries from accidents — people who are often scared, confused, and uncertain of where to turn. The ability to guide them to a better place — emotionally, mentally, and physically — while we handle the stress of navigating the legal system is deeply fulfilling.

Our commitment extends beyond individual clients’ cases; we have invested significantly in the communities that we serve. We’ve fed over 150,000 people through local rescue missions, supported teen and children’s centers, and donated hundreds of thousands to the local arts. Integrating this kind of positive impact into the core of our business makes it incredibly rewarding to get up each day with purpose and enthusiasm. Knowing that our work not only changes lives but also enriches our community keeps us motivated and driven to continue making a difference.

What are some of the most interesting or exciting projects you are working on now?

We’re currently engaged in several groundbreaking initiatives that are redefining the boundaries of traditional legal practice. One of our advancements has been the integration of AI into our document management system. This heavy investment has supercharged our operations, significantly boosting efficiency by automating certain tasks, streamlining document retrieval, and enhancing overall accuracy.

But we’re not stopping there. We’re also in the process of implementing AI initiatives focused on analyzing medical records to improve case evaluations and outcomes, of implementing AI within our phone systems and financial data management. These innovations are designed to optimize communication, enhance client interactions, and refine our financial oversight. Each of these projects represents a big step forward in a field that is usually late to adopt technology. By Sweet James Attorneys being early adaptors of technology will allow us to deliver even better results for our clients and drive more distance between us and our competitors.

Fantastic. Let’s now shift to discussing the business of law. Can you tell us a bit about the nature of your practice and what you focus on?

Sweet James Attorneys specializes in injury law, with a strong focus on cases involving severe or serious injuries. Our primary areas of practice include:

• Auto, Truck and Pedestrian Accidents: Representing clients who have sustained significant injuries or fatalities due to vehicle collisions.
• Premises Liability: Handling cases involving injuries from hazardous conditions on business premises or worksites.
• Sexual Abuse: Advocating for victims of sexual abuse to seek justice and compensation.
• Spinal and Brain Injuries: Addressing the complexities of cases involving severe spinal cord and brain injuries.

Our commitment is to provide expert legal representation for individuals who have suffered profound and often life-altering injuries, ensuring they receive the support and compensation they deserve.

You are a successful attorney. Which three character traits do you think were most instrumental to your success? What unique qualities do you have that others may not? Can you please share a story or example for each?

Three character traits that have been crucial to my success are resilience, empathy, and resourcefulness.

These traits — resilience, empathy, and resourcefulness — have been instrumental in driving my success and distinguishing our practice in a competitive field.

Do you think where you went to school has any bearing on your success? How important is it for a lawyer to go to a top-tier school?

While attending a top-tier school can offer valuable opportunities, especially in networking, it is not the sole determinant of success. What truly matters is being driven by purpose and a relentless commitment to personal growth.

I put myself through undergraduate studies at local colleges and attended California Southern Law School in Riverside, which is no longer in operation. My journey is a testament to the fact that the prestige of one’s school matters less than the drive, determination, and commitment to continuous learning and improvement.

For any business owner or professional, the dedication to never-ending learning and self-improvement is crucial. Success comes from a willingness to evolve, adapt, and continually enhance one’s skills and knowledge, regardless of the educational institution one attended. This mindset ensures that you remain effective and competitive in your field, driving both personal and professional growth.

Managing being a law practitioner and a business owner is a constant balancing act. How do you manage both roles?

Balancing the roles of both a law practitioner and a business owner requires a careful well thought out approach. Central to managing both roles effectively is the ability to delegate, understand your data, focus on high-leverage items, and have a talented team around you. I rely on a brilliant group of attorneys and professionals who handle the day-to-day legal work, allowing me to focus on higher-level strategy and growth initiatives.

Most of my time is devoted to mentoring and nurturing the next generation of talent within the firm. By investing in their growth and development, I ensure that our team remains dynamic and capable, which in turn strengthens our practice.

As our firm has expanded, my role has increasingly shifted towards managing growth, expanding our talent pool, and embracing technological advancements. This involves overseeing the integration of new technologies, driving business development, and steering the firm’s strategic direction. Balancing these demands requires not only effective delegation but also a forward-thinking approach to leadership and innovation.

Can you help articulate the entrepreneurial skills a lawyer needs to run and lead a successful law firm?

To run and lead a successful law firm, a lawyer needs a blend of entrepreneurial skills that go beyond traditional legal expertise. Firstly, strategic vision is crucial. This involves setting a clear, forward-thinking direction for the firm and anticipating future trends and opportunities in the legal landscape and being able to communicate this vision to the team.

Secondly, the ability to develop world-class processes is essential. Efficient, streamlined processes ensure that the firm operates smoothly, avoids liability and delivers exceptional service to clients.

Lastly, a granular understanding of data and key performance indicators (KPIs) is vital. By closely monitoring and analyzing metrics such as case outcomes and cycle times, client satisfaction, and modeling financial performance, a leader can make informed decisions that drive growth and improve operational efficiency.

Combining these skills — strategic vision, effective process development, and data-driven decision-making — creates a strong foundation for a law firm’s success, enabling it to thrive in a competitive and evolving market.

As a business owner you spend most of your time working IN your practice, seeing clients. When and how do you shift to working ON your practice? (Marketing, upgrading systems, growing your practice, etc.) How much time do you spend on the business elements?

As a business owner, it’s essential to allocate time to work on your business rather than getting sucked into its day-to-day issues. At our scale, this approach extends to our managing attorneys and operations directors as well. Shifting from daily client interactions to strategic oversight requires a deliberate effort to step back and view the broader picture.

Working on the business involves activities like marketing, upgrading systems, and strategic planning for growth. It’s about identifying opportunities for improvement, spending time with the data, and ensuring that the firm remains competitive and effective. This shift is crucial because it allows you to address systemic issues, implement long-term strategies, and build a forward-thinking organization.

While client work is the heart of our practice, spending time on these business elements is key to sustainable success. It ensures that we not only meet current demands but also prepare for future challenges and opportunities. Balancing client work with strategic development means dedicating specific times to focus on business growth and operational excellence, which is essential for the continued advancement and success of the firm.

What are your “5 Things An Attorney Needs To Know In Order To Create A Successful And Thriving Law Practice”?

Creating a successful and thriving law practice hinges on mastering several key areas. Here are five essential elements an attorney needs to know, along with insights on each:

1. Effective Operations: Streamlined operations are the backbone of a thriving law firm. This includes efficient case management, client communication, and administrative functions. For example, integrating advanced software can significantly enhance productivity and reduce errors, allowing the firm to handle more cases with greater efficiency and accuracy.

2. Effective Marketing: You don’t have a practice without clients. A strong marketing strategy is crucial for attracting and retaining clients. Don’t be afraid to spend money trying new things. Also your marketing plan must include a plan establish your firm as a leader in its field — that should be the ultimate goal.

3. Effective Talent Acquisition: Ultimately law firms are in the talent acquisition business. Bringing on the right attorneys and people is vital for sustained success. This means recruiting skilled attorneys and support staff who align with your firm’s values and goals. I see too many firms fail or stall because of their inability to attract talent.

4. Effective Processes: Developing and refining processes is key to maintaining quality and efficiency. This includes creating SOP’s (standardized operating procedures) for case management, client interactions, and internal operations. For instance, establishing clear protocols for handling client intake and case documentation can streamline workflows and improve overall service delivery.

5. Effective Culture: Building a positive and inclusive firm culture fosters employee satisfaction and retention. A strong culture encourages collaboration, ethical behavior, and a shared commitment to the firm’s mission. For example, regularly recognizing and rewarding employee achievements and having an environment where you promote from within drives positive team morale and collective success.

Mastering these aspects — operations, marketing, talent acquisition, processes, and culture — creates a solid foundation for a law practice that is not only successful but also capable of thriving in a competitive environment.

This was very inspiring. Thank you so much for the time you spent with this. We wish you continued success and good health!

About the Interviewer: Eric L. Pines is a nationally recognized federal employment lawyer, mediator, and attorney business coach. He represents federal employees and acts as in-house counsel for over fifty thousand federal employees through his work as a federal employee labor union representative. A formal federal employee himself, Mr. Pines began his federal employment law career as in-house counsel for AFGE Local 1923 which is in Social Security Administration’s headquarters and is the largest federal union local in the world. He presently serves as AFGE 1923’s Chief Counsel as well as in-house counsel for all FEMA bargaining unit employees and numerous Department of Defense and Veteran Affairs unions.

While he and his firm specialize in representing federal employees from all federal agencies and in reference to virtually all federal employee matters, his firm has placed special attention on representing Veteran Affairs doctors and nurses hired under the authority of Title. He and his firm have a particular passion in representing disabled federal employees with their requests for medical and religious reasonable accommodations when those accommodations are warranted under the Rehabilitation Act of 1973 (ADA). He also represents them with their requests for Federal Employee Disability Retirement (OPM) when an accommodation would not be possible.

Mr. Pines has also served as a mediator for numerous federal agencies including serving a year as the Library of Congress’ in-house EEO Mediator. He has also served as an expert witness in federal court for federal employee matters. He has also worked as an EEO technical writer drafting hundreds of Final Agency Decisions for the federal sector.

Mr. Pines’ firm is headquartered in Houston, Texas and has offices in Baltimore, Maryland and Atlanta, Georgia. His first passion is his wife and five children. He plays classical and rock guitar and enjoys playing ice hockey, running, and biking. Please visit his websites at www.pinesfederal.com and www.toughinjurylawyers.com. He can also be reached at eric@pinesfederal.com.