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Toby Brown

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After seeing and hearing too many fee discussions about discounts – a new thought clicked in my head. Clients are negotiating on discounts, not rates. The actual rates might matter with a wide a variation, but in most circumstances when clients push on law firms, it’s not on the absolute rates, but instead it’s about

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Over lunch Greg and I were watching a new waiter be trained in how to best serve diner clients. The Mentor was giving constant feedback to the Trainee. At one point the Trainee had just walked past a table when the Mentor asked if the customers at the table needed more water. The trainee responded:

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Following on the heels of my prior TECHSHOW post on clients being smart … another phrase I heard repeated often at the conference was that we are experiencing rapid change. Really?
Finally I heard a variation of this that rang true to me. I overheard someone say, “The Change has already happened.”
After giving this

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Some recent posts on the hot and getting hotter topic of Legal Project Management (LPM) somehow reactivated some dormant college brain cells. After ‘enjoying’ 10 years of Economics I did my best to suppress those memories, but yet they still seem to pop up at the oddest times.
The concepts that came to mind were

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This morning I was getting an update from LexisNexis on their new and yet-to-be announced stuff and happened to see something flash by on one of the screens. I said: “Whoa- back up there.” Listed on the ‘already have’ section of the presentation was an iPhone App.

After having heard ad nauseam about how Fastcase

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At TECHSHOW last week, I kept hearing the phrase, “Clients have gotten smarter.” This was typically in relation to the law firm fees clients are paying and how things are changing. The presumption is that clients figured out law firms weren’t treating them well on price (a.k.a rates and hours) and are now holding them

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