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CD: How Lawyers Can Discuss Fees With Clients

By ALM Staff | Law Journal Newsletters |
June 16, 2006
LJN Web Audio Conference Division



Speakers:

Milton Steward
Milton R. Stewart ,
Business Development and Client Relations Partner
Davis Wright Tremaine LLP
Portland, Oregon

Peter Darling
Peter Darling,
Strategy and Business Development Consultant
San Carlos, California


Stephen Ruben
Stephen Ruben
Practice Development Manager
Moses & Singer LLP
New York, NY

How Lawyers Can Discuss Fees With Clients
Recorded July 18, 2006
Use the order links below or call
800-999-1916


When it comes to legal services, pricing is not about money. It's about emotion.

Particularly with new clients, fees are closely connected with feelings ' you're worth what the client believes you're worth, which is an extremely subjective number. In this presentation, we take an in-depth look at the psychology of pricing, and the factors that govern who is paid what. In discussing fees with clients, it's critical to understand not just what they feel ' but why.

We begin with an overview of the role personal experience plays clients' beliefs about value. We then explore how an experience can be shaped, and planned, in order to create a perception of value, and discuss the four constituent parts of an experience ' symbols, stories, support and sincerity. We examine how two very different professionals, in vastly different fields, successfully conveyed their value to new clients, and conclude with an analysis of tactics and potential pitfalls when discussing price with existing clients.

Join us as we discuss topics such as:

  • Using price to sell value
  • Discuss alternative billing without insulting your client's intelligence
  • Explaining the bill to show clients costs and the accomplishments in a way that indicates that you care about the client, not just about the money


Moderator:
Elizabeth Lampert
Editorial Director
LJN Web Audio Division

To register, use the order links below  or call
800-999-1916
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