There is a familiar call that almost every young advocate will recognise.
“Counsel/Wakili, a quick one.”
It is usually said casually, sometimes with great affection, as though the words themselves guarantee that the conversation will take only a minute.
There is a client who will call you at 9:00 p.m. on a Sunday, explain a complicated legal problem, send you twenty documents on WhatsApp, ask you to read through all of them, and expect an answer before going to bed.
A friend calls to ask about a land dispute.
A relative sends an agreement on WhatsApp for you to “just look at.”
A former classmate wants to know whether they can sue their employer.
You agree to help because you are still building your practice, nurturing relationships and hoping that today’s small favour might become tomorrow’s brief.
You listen, ask questions, consider the legal position and explain the available options.
What you thought would take five minutes becomes an hour.
Sometimes, you even find yourself drafting a response or suggesting a strategy.
Then comes the familiar ending:
“Thank you, counsel. I knew you would help me. I will remember you when I need a lawyer.”
The conversation ends. Your time is gone, your expertise has been used, and there is no mention of a fee.
You are left wondering: Was that a consultation, a favour, or another day of working for free?
Welcome to one of the uncomfortable realities of legal practice: not everyone who needs your services is prepared to pay for them, and not everyone who appreciates your advice understands that your expertise has value.
For a young advocate trying to establish a practice, this can become an expensive habit.
The “Quick One” That Is Never Quick
The problem with “Counsel/Wakili, a quick one” is not that people ask questions.
It is that a seemingly simple question can gradually become a substantial professional engagement without either party acknowledging the difference.
A question that takes you five minutes to answer may draw on years of legal training, experience and professional judgment.
The client sees a quick answer; you must recognise the knowledge behind it.
When you are starting out, it is easy to believe that you must always be available to prove your worth, attract clients and establish your name.
You may worry that discussing fees will make you appear greedy, unapproachable or inexperienced.
But being approachable does not mean being permanently available without charge.
You cannot build a sustainable practice by treating your professional time as though it has no value.
When “I Am Building Relationships” Becomes an Excuse
Young advocates understandably want referrals, visibility and a good reputation.
You may believe that helping people for free today will bring business tomorrow.
Sometimes it does. A genuine act of generosity can strengthen a relationship and lead to future opportunities.
But sometimes, the only thing the person remembers is that you do not charge.
They return with another question, another document and another problem.
You keep helping, hoping that eventually the person will instruct you formally.
Months later, you discover that you have provided substantial advice without earning a fee.
When the person finally needs representation, they may even take the matter to another advocate.
The uncomfortable question is: Did you communicate the value of your services, or did you train the client to expect them for free?
Not every act of unpaid assistance is a mistake.
The problem arises when generosity becomes an unspoken obligation, or when you repeatedly sacrifice paid work for the uncertain promise of future business.
The Emotional Pressure of Friends and Family
Some of the most difficult people to charge are those who know you best.
They watched you study, celebrated your admission to the Bar and know that you are still building your practice.
You may hear:
“Surely you cannot charge me. We are family.”
“You are still young. You need the exposure.”
“I thought you were helping me as a friend.”
You do not want to appear selfish or damage a relationship, so you agree to help.
But your rent, practising expenses, transport and other business costs do not disappear because the person asking is your cousin, friend or former classmate.
Your personal relationship with someone does not automatically turn your professional work into a free service.
You may choose to help a relative or friend without charging. That is entirely your decision.
The important distinction is that generosity should be a choice, not an obligation imposed by someone else’s expectations.
You can care about someone and still explain that their legal matter requires a professional engagement.
You can be kind without allowing guilt to determine how you run your practice.
The Client Who Can Afford Everything Except Your Fee
There is also the client who wants an agreement reviewed urgently, a demand letter sent immediately, or a court matter handled competently, but becomes financially distressed the moment you mention your fee.
“Counsel/Wakili, let us first see how things go.”
“Once this matter is settled, I will sort you out.”
“Can you do it for something small?”
Some clients genuinely cannot afford the proposed fee. That deserves a respectful conversation.
You may consider a reasonable payment arrangement, a reduced scope of work or an appropriate fee adjustment.
But there is a difference between a client who cannot afford your services and one who simply does not want to pay for them.
Explain what the work involves and what your fee covers.
If a more limited service is appropriate, define it clearly.
Do not agree to handle an entire matter for a fraction of the fee only to discover that the client expects unlimited calls, repeated meetings and additional work at no extra cost.
A discount should be a deliberate business decision, not the price you pay to avoid an uncomfortable conversation.
Free Advice Can Become a Professional Risk
The problem is not only financial. An informal conversation can create confusion about whether you have accepted instructions, what advice you have given and what the other person expects you to do.
You may believe you are offering a general explanation, while the person relies on your words to make an important decision.
You may review one document as a favour, only for the client to assume that you have assessed the entire transaction.
Where deadlines, litigation, property transactions or substantial sums of money are involved, such misunderstandings can have serious consequences.
Not every casual question requires a formal retainer.
However, when the conversation develops into substantive advice or legal work, clarify the scope of the engagement, fees, responsibilities and relevant deadlines.
Put the necessary arrangements in writing in accordance with applicable professional requirements.
Do not allow an informal conversation to become a substantial professional engagement without clarity about what you are doing and on what terms.
How Do You Respond to “Counsel/Wakili, a Quick One”?
You do not have to become rude, cold or unapproachable. You simply need to be clear.
When someone says, “Counsel/Wakili, a quick one,” you can respond:
“Of course. Give me a brief overview, and if it requires detailed advice, document review or further work, I will explain the appropriate engagement and fee.”
Or:
“Kindly send me an email briefly outlining the facts of the matter and the assistance you require. Once I have looked at your enquiry, I will guide you on booking a consultation and let you know the consultation fee.”
If a friend sends you a lengthy agreement, you can say:
“I would be happy to assist. Since this requires a proper review, let me share the proposed fee and scope of work so that we are clear from the beginning.”
If someone expects you to act first and discuss payment later, say:
“Before I proceed, let us agree on the scope, fees and payment arrangements. That way, we both understand what is expected.”
These are not confrontational statements. They are professional conversations.
The right client may appreciate your clarity; someone seeking only free services may walk away.
Both outcomes help you understand the relationship.
The Main Lesson
The main lesson is that being a young advocate does not mean you must give your professional services away for free to prove your worth, gain clients, or maintain relationships.
You can be generous, approachable and willing to help others while still setting clear boundaries and charging fairly for your work.
Three Important Lessons for Young Advocates
Know Your Value
Your legal knowledge, time, training and professional judgment have worth, even when you are just starting out.
Do not assume that being new to practice means your work has little or no value.
Set Boundaries Early
Be clear about your fees, the scope of your work and the terms of engagement before a small favour becomes a substantial unpaid assignment.
Clarity from the beginning protects your time, reduces misunderstandings and establishes mutual respect.
Build a Sustainable Practice
Do not confuse being busy, being liked or receiving promises of future business with building a financially viable law firm.
A full diary and a wide network are not enough.
Your practice must also be able to meet its costs and compensate you fairly for your work.
My Final Word
Young advocate, you did not spend years studying the law, training under other practitioners and investing in your professional development so that you could spend every evening solving other people’s legal problems for free.
Your knowledge has value. Your time has value. Your professional judgment has value.
You will continue learning throughout your career, but being young does not mean your work is worthless.
Do not confuse being liked with being respected, being busy with being profitable, or a client who constantly needs you with a client who values what you do.
This is not a call to charge for every greeting or refuse every favour.
There is room for kindness, generosity and pro bono service in our profession.
The point is to make those choices deliberately, rather than allowing pressure, guilt or the hope of future business to determine the value of your work.
The real lesson is that generosity should be a choice, not an expectation, and professional service should not be undervalued simply because the advocate is young.
“Be generous by choice, not by pressure. Your services have value, and building a sustainable practice begins with learning to recognise and communicate that value.”
The next time someone calls and says, “Counsel/Wakili, a quick one,” remember that you can be helpful without being endlessly available, and professional without being apologetic about your fees.
Value your work. Set your boundaries. Build a practice that can sustain you.
Ekaterina Handa
Ekaterina Handa is an advocate of the High Court of Kenya, Commissioner for Oaths, Notary Public and Partner at Gitonga, Kinyangui & Co Advocates.
