Tag Archives: pricing

Managing Matters for Profit

Posted on 30 September 2013 by

As clients are increasingly asking for fixed fees and driving these fees down, lawyers need to find more efficient ways of delivering legal services to ensure protecting their margins. How can you do this? I have recorded a webinar (available … Continue reading →

Posted in Leadership and Management, Strategy | Tagged , , , , | Leave a comment

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

Posted on 15 May 2013 by

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

Posted in Fee Negotiating | Tagged , , , | Leave a comment

How to price professional services

Posted on 20 March 2013 by

Here’s a review of the main ways that 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 these … Continue reading →

Posted in Business Development and Selling, Fee Negotiating | Tagged , | Leave a comment

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

Posted on 15 January 2013 by

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 … Continue reading →

Posted in Business Development and Selling, Fee Negotiating | Tagged , , , | Leave a comment

Managing Matter Economics – or Leaving Profitability to Serendipity?

Posted on 6 September 2012 by

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 →

Posted in Fee Negotiating, Leadership and Management, Managing Change | Tagged , , | Leave a comment

17 Ways to Improve Fee Negotiations

Posted on 4 June 2012 by

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 →

Posted in Business Development and Selling, Fee Negotiating | Tagged , , | Leave a comment

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

Posted on 30 January 2012 by

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 →

Posted in Business Development and Selling, Fee Negotiating, Managing Change, Networking | Tagged , | Leave a comment