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Do your clients keep asking for a break on fees? Sure, some did it in the past, but lately it’s becoming pro forma. And other than just caving in, it’s hard to know how to respond. If anyone can offer perspective, it’s Susan Hackett. As former ...Susan Hackett - October 29, 2012
If you read my post on "How Hourly Billing Kills Law Firms," maybe you’ve been inspired to figure out how to price certain legal services based on their value to a client, not the number of hours you spent. Now all you have to do is figure out ...Antigone Peyton - October 11, 2012
Lawyers have been talking about and wrestling with “alternative billing methods” or "alternative fee agreements" for a decade or more. Recently, however, the conversation has shifted to “value billing.” Well, that’s a concept we can get ...Antigone Peyton - September 25, 2012
When was the last time you bought an entire album of music from a single artist? Most of us create playlists with tracks purchased on Apple iTunes from multiple artists and albums. We create exactly what we want to jive with our moods and ...Stephanie Kimbro - August 27, 2012
In most practice areas, a lawyer’s marketing efforts should focus on generating a strong referral pipeline—from both non-lawyers and lawyers alike. If those efforts are successful, you'll probably need some guidance on referral fees. Here it is.Roy S. Ginsburg - January 17, 2012
So many say “just do it” when discussing "new normal" pricing strategies in the legal market. The thinking is that you should just pick a number that meets a client’s value proposition and go with it. While the simplicity of this is compelling, ...Toby Brown - January 5, 2012
It happens to every lawyer—although hopefully not too often. You propose or quote a fee to a client or prospective client and are greeted with a response such as “I can’t afford it” or “How can you have the nerve to charge that?” When that ...Bob Denney - March 29, 2011