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At the Intersection: Searching for Clients with Bottomless Wallets
It happens often in Legal Project Management (LPM) workshops when talk turns to how aggressively clients are pressing to control legal fees. Some partner leans back in his chair and proclaims that LPM simply does not apply to his work because his clients don't care how much is spent on legal fees. This stunning revelation occurs in almost every practice group, every jurisdiction, and every firm: “I don't need this stuff, because my clients are not fee-sensitive.”
These partners are not referring to “bet the company” matters where the stakes or the risks justify top-dollar fee structures. We all know that in such unprecedented situations, companies focused on saving the ship (or avoiding spending time behind bars) will pay steep legal tariffs.
No, these partners are talking about pricing far more routine matters, and they talk as if these deep-pocketed clients of theirs ' if they in fact exist at all ' somehow represent the current norm rather than wishful historical artifacts.
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