I recently made a move from working in a large law firm environment to working for a solutions provider to the legal and tax world.  The move has brought with it many changes in process, perspective and daily routines.  All of which is to be expected.  One of the changes I have noticed, that I

Dan: You may not know this Jane, but I’ve been moving into more of a Pricing role at my firm.

Jane: I’m impressed.  And a little frightened for the well being of your firm.

Dan:  Every firm needs to have at least one person focused on determining the right price and fee structure for every

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[Recently I was asked by Bridgeway to write a section for an AFA Handbook for Clients. My section is meant to give clients a look in to how law firms are approaching AFAs and give clients some tips on how they might better partner with their outside counsel on this subject. In my usual

As law firms look for opportunities to grow revenue, there really is only once place to look: Down. By down I mean further down the food-chain of legal services. Most lawyers and firms like to hold themselves out as a unique brand: a brand worthy of only the highest levels of legal work.

Even

I recently stumbled upon an alternative pricing scheme that I instinctively felt was wrong.  The details are irrelevant, but I was struck by how vastly different the attorney’s point of view was from my own.  So I tried to expand my viewpoint and to see the problem from all sides.  I came up with three

I’ve had a rash of positive customer service experiences over the past couple of months and feel compelled to share them with you. We talk a lot on this blog about making your decisions (whether about a library’s collection, a marketing project, or fee pricing) in a client facing manner. My three experiences did exactly