Doing more with less - many see this as a feature of the new legal landscape.  We would argue that the focus is on being efficacious, not just efficient or effective.  Efficacious means doing the thing that will produce the desired result.

For decades, manufacturing and other industries have focused on process improvement to improve outcomes and profitability.  The legal industry is only now catching up.  We use design thinking strategies to identify how services can best meet client needs, the steps in the workflow process, and to consider whether there are different and better ways of delivering the service.  Identification of possible templates, inconsistencies in approach and blockages in the process help focus on doing the right thing, in the right way. Ineffective delegation is a major cause of cost blow outs, resulting in write offs.  Process improvement can involve training in effective delegation techniques.

We have worked with major law firms running brainstorming workshops in every practice group in the firm, to enable the firm to provide budgets for work and develop process improvements.  Our experience of file reviews across thousands of law firms from top tier to sole practitioner means we have unrivalled knowledge of best practices, and how process can be improved.

Pricing has three aspects -"Setting the price, getting the price, keeping the price"

Ori Weiner -High Impact Fee Negotiation and Management for Professionals

Setting the price involves determining the appropriate pricing arrangements, not just the fee.  It requires an understanding of the impacts of different Alternative Fee Arrangements (AFAs), fee estimates and "set in stone" budgets,  requiring knowledge of pricing theory, profitability levers, and pricing options is integral to a successful legal practice.  But implementing any different pricing arrangement has to involve consideration of the impact on all areas of the firm.  For example, if remuneration is tied to billable hours, how will an AFA impact this?

Many lawyers struggle to respond to requests for AFAs, not understanding the pros and cons of the various options available.  Others are concerned about the profitability risk associated with non-hourly based pricing arrangements.  Our extensive experience in developing pricing fixed fee work enables us to identify the risks to profitability.

Even those operating under an hourly based regime struggle with working within budgets, and educating their lawyers about the profit margin in any pricing arrangement.

AFAs and Fixed Fee by Work Type

We work with firms to develop alternative fee arrangements that are compliant with legal profession regulations, address risks, and provide value to both the client and the firm.  AFAs can be tailored to particular matters, or whole areas of work.

A successful arrangement involves consideration of not just profitability, but process improvement, HR impacts, service delivery, and marketing and often requires change management skills.  We have worked with firms to develop fixed fee pricing arrangements for portfolios of work in litigation, personal injury, family law, insurance, banking and finance and commercial work.

Price "Mentoring"

In our experience, the reason many lawyers revert to billable hours is lack of confidence in adopting an alternative means of pricing.  Pricing mentoring helps lawyers work through the pricing process and develop confidence in taking a different approach.  The nature of the support can be tailored to the firm's requirements, ranging from pricing individual projects to playing the role of a pricing council, to sitting in with lawyers and and providing feedback as they work through the pricing process.  

Pricing Master class

All training is tailored to your firm and its particular issues.  Workshops cover price modelling, profitability levers, AFA options, and  defining value.  They are hands-on with a focus on a practical application of skills being taught.  In smaller groups, attendees are encouraged to bring their own files to use in the practice exercises.

Pricing Conversation masterclasses

Getting the price requires a discussion with the client about price, and the ability to articulate why the price reflects value.  The reality is that this is a sale discussion, and lawyers benefit from an understanding of pricing psychology and the risks a client takes into account when making a decision to engage a lawyer.  Price is only one part of the  purchasing decision, and often not the most important.

This class covers the importance of the discussion about fees, pricing negotiation skills, holding the value discussion and understanding when to walk away.

Legal Project Management empowers lawyers and clients, enhances the relationship and improves outcomes.

Utilising legal project management is best practice in the conduct of legal work and is integral to "keeping the price".  Informed Purchasers require demonstrable project management expertise in RFPs and Tenders.  The Legal Profession Uniform Law regulating NSW and Victorian lawyers has a clear project management focus, requiring lawyers to explain to clients the options regarding conduct of matter.  England requires judicial approval of litigation project plans and cost budgets.

We are experts in providing Legal Project Management training to both lawyers and clients.  As lawyers with extensive practice experience, we understand what aspects of traditional project management can be applied in legal work, where the pitfalls are and how LPM can be incorporated easily into day to day practice.

Our training is highly interactive - you won't spend your time listening to us talk and reading powerpoint slides, because you learn best by working through practical examples.  That is our focus.

Given the nature of the training, it is best conducted in smaller groups, and with specific practice groups, although we have conducted whole of firm workshops.  We also recommend that all levels of lawyers undertake the training, particularly those with the responsibility for the hands on, day to day work.  This is often senior associates and 3-4 year lawyers, rather than partners.

Our best recommendations come from those we have worked with in providing legal project management training:

"Very relevant to critical issues in my day to day work"

"Raised excellent issues, valuable possible direction"

"Practical – good discussion”

“Very interactive and able to address issues raised”

“Great ideas”

“Great broad range of thinking”

Response to RFPs and Tenders

We have considerable experience in working with clients in developing tenders and RFPs, and as a result have insights into what clients are looking for in responses.  Many RFPs and tenders seek alternative pricing responses, and demonstration of innovative approaches to delivery of legal services.  From our experience in reviewing responses to RFPs and tenders, we can say that most firms do not maximise their chances of success by clearly demonstrating their skills in their responses.  Too many responses are "pro-forma" and don't address the particular issues of interest to the client.

Many firms are uncomfortable about providing specific responses to requests for alternative pricing arrangements.  We can help you avoid the all too common response of "we offer alternative pricing arrangements and will be happy to discuss this with you on a matter by matter basis".  Stand out from the pack and enhance your chance of success.