Category Archives: Fee Negotiating

How to Negotiate with Liars and Cheats

According to social scientists we all tell one or two lies, on average, every day. Negotiators are no exception. They may even be more deceptive as they attempt to get the upper hand. So it clearly makes sense for negotiators … Continue reading

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Why Lawyers Underestimate Fees – Try This Test

The truth is that most of us are over confident about our ability to predict things. Allow me to show you… For each of the questions below, provide a numerical range that you are 90% sure contains the correct answer. … Continue reading

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Improving Practice Group Profitability – The Five Big Questions

Do all the practice groups in your firm make an adequate margin? If not, what is being done to address the deficiencies? I’ve been involved in several projects which have looked at how to improve profitability. Here’s my proposed approach, … Continue reading

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Fee Negotiating for Lawyers – a Four Step ‘Win-Win’ Process

Many clients have asked me for a process for fee negotiating and can recommend this four step process: Step 1 – Client says what they want. But instead of simply getting on and doing it, as many partners are tempted … Continue reading

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“We Will Let You Know” – the Dreaded Words After a Pitch

We’ve probably all heard these words after a client presentation: “Thank you very much. That was very interesting. We’ll give your presentation due consideration and let you know.” We typically go away and wait….and wait. Each day thinking we haven’t … Continue reading

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How to price legal services

Here’s a review of the main ways that law firms can charge for their services. Ideally the basis for charging should provide a win-win for firm and client. So how do the main forms of charging typically get viewed from … Continue reading

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Matter Profitability – Plugging that Leaking Sieve

The maxim says “Failing to plan is planning to fail!” Yet how many of us consciously plan our matters? Clients ask us how much a matter will cost. And in effect we guess! The big danger in that approach is … Continue reading

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