Category Archives: Fee Negotiating

Take the Time Recording Challenge

You can’t bill what you don’t record! Most firms recognise that the largest source of leakage of chargeable time is the time that should have been recorded but wasn’t. Take this test to see what you would record. The answers … Continue reading

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Lawyers – Don’t Focus on Selling – Help Buyers Buy!

I think it’s a shame that most law firms feel uncomfortable using the word ‘selling’. But I can understand their reasons. After all, there’s lots of empirical evidence that suggests that it’s more effective to focus on helping the buyer … Continue reading

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What Lawyers Could Learn about Client Relationships …..from Psychologists

We tend to think that we’re rational and have a logical basis for making decisions. Behavioural psychologists show that we’re wrong if we think that. How can lawyers benefit from greater insights into the strange workings of clients’ brains? Kahneman, … Continue reading

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The Art of Asking for Referrals – The Power of Word-of-Mouth Marketing

Asking for referrals is probably one of the most effective business development activities. It costs you nothing and yet can have a hugely positive effect on your income stream. It seem obvious to me that it’s so much more powerful … Continue reading

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Five Ways to Improve Matter Profitability

  Given that legal markets are getting tougher, I think firms could do more to manage and improve the profitability of matters, as well as improve client service. Here are six suggestions. 1.    Review profitability by type of work Most … Continue reading

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Managing Matter Economics – or Leaving Profitability to Serendipity?

Firms seem to have an annual budgeting process that works for them. There might be lots of to-ing and fro-ing, but a budget for the firm gets produced and partners get a sense of what profit they’ll earn by the … Continue reading

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How to Re-negotiate Fees Without Upsetting the Client

It can be a real jolt to a client if fees charged differ from fees expected. Imagine how the contact in the client organisation looks to their boss when they have to say, “Sorry. I got it wrong. We’re going … Continue reading

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17 Ways to Improve Fee Negotiations

A cross between  bingo and voodoo was how a university professor recently described the approach of most service providers to fee negotiation! This got me thinking about professional firms. With clients looking for more cost certainty and alternative billing structures … Continue reading

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A plea to stingy clients – written by John Ruskin in the 19c, yet relevant to today’s market

Some useful advice to law firms on pricing…. “There is hardly anything in this world which some man cannot make a little worse and sell a little cheaper and the people who consider price alone are this man’s lawful prey, … Continue reading

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The Winston Churchill Close to a Sales Pitch

Those brought up in the world of commercial selling are trained in the art of closing – the process of encouraging the prospect to take a step towards buying your product or service. Many of us find it hard to … Continue reading

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