Masterclass: Fee negotiation and pricing for law firms – 12 March, London


Better fee negotiations lead to greater margins

The brochure from ARK, the Masterclass sponsors, says about this Masterclass:

“A recent study has found that the UK loses £17 billion per year through bad negotiation. With an increasingly competitive legal market and clients looking for more cost certainty and availability of alternate billing structures, law firms are under a lot of pressure to maintain fee rate levels. It is, now more than ever, essential for law firms to have a comprehensive understanding of the techniques of fee negotiation to ensure profitability.

This masterclass, led by award winning law firm coach and highly experienced law firm consultant Tony Reiss, will enable you to negotiate fees for a win-win scenario where both you and your clients walk away satisfied. You will learn the theory behind effective negotiation in the legal sector, and with rigorous practical exercises you will master the art of putting the theory into practice. Tony will also take you through the relationship between fee negotiation and pricing, showing you how you can gain the best possible profit from an instruction. The information will be particularly relevant for partners, managing partners, heads of training who will impart the knowledge and all fee earners who are challenged with clients asking for more and wanting to pay less.

This highly interactive masterclass will enable you to:

  • Understand the techniques of fee negotiation to ensure profitability
  • Establish the value of the work in the mind of the client
  • Determine pricing when bidding for work
  • Examine the pros and cons of different pricing options
  • Impart the art of re-negotiating when circumstances change

Previous attendees found this masterclass to be “lively, quite a contrast from the more ‘formulaic’ and soporific presentations” and “very engaging, warm, informative and supportive”.

Attendance at this masterclass qualifies for 5 hours and 20 mins of SRA CPD (at intermediate/advanced level). To claim your hours, quote provider code: EEW/ARCL.

Masterclass leader: Tony Reiss

Tony started his career with Procter & Gamble. He was a senior consultant with Coopers & Lybrand working with the BBC, BP, BT, Prudential, Rank, Shell, and the London Stock Exchange before becoming Head of Marketing for Deloitte’s management consultancy. Tony has since accrued 20 years experience assisting executives to become more effective leaders and develop more profitable business from stronger client relationships.

In 1990 Tony joined Cameron Markby Hewitt (now CMS Cameron McKenna). He introduced project management techniques at Camerons to improve profitability, the firm received a National Training Award and he introduced planning processes that contributed to Camerons being the first professional firm in the City to be accredited as an investor in people. He led the subsequent project to develop the brand values and visual identity of Cameron McKenna.

He is a qualified Master Coach and accredited to use the MBTI psychometric indicator. Tony studied management studies at Templeton College, Oxford and St Catherine’s College, Oxford. He has an MPhil from Reading University.”

Further details about the masterclass at

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