Strategies to Avoid or Reduce Billing Rate Discounts

For a large portion of engagements, discounts are not necessary to win the work. In fact, discounts come at a price. Both parties assume a degree of risk when margins are thinned. This article presents several techniques that you can use to re-direct discussions away from discounts and help to minimize their financial impact.

12 minute read February 01, 2020 at 12:05 AM
By
Eric Dewey
Strategies to Avoid or Reduce Billing Rate Discounts

Requests for discounts have become a routine step in the legal services purchasing process. Lawyers face the uncomfortable task of defending their billing rates in both RFPs and client pitches.

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