Value Proposition

One of my first trial experiences as a young attorney involved the trial of a small contract dispute. My client won and I was flush with the excitement of victory. However, my client was less enthusiastic where the cost of “winning” approximated his hard fought recovery. Bottom-line results are what it is all about in business disputes. Listening to this client helped shape the way I’ve practiced on behalf of every client who has followed.

Over the past decades, most law firms have adopted a fee structure based on the time spent by an attorney on a project. The more time spent, the higher the fee. However, client value is not necessarily derived from the mere expenditure of time by lawyers.

Using a standard hourly rate billing structure, an attorney is rewarded for not being efficient. In fact, the more inefficient one is, the higher the fee generated. A law firm has no overt incentive to become more efficient so long as clients remain willing to pay. The general legal market is dependent upon a tolerance of inefficiency by a critical mass of clients who pay without scrutiny – perhaps hoping that higher fees equate with better business results. More discriminating businesses deserve a better alternative: A value proposition which promotes efficiency and cost effective solutions.

I work with clients seeking to partner with their counsel to develop alternatives to the traditional billable hour structure. There are better ways to deliver high quality solutions and legal services with a more predictive price and closer relationship to the business value generated by the effort. My practice is committed to a client-centric process for creating alternative fee engagements that are tailored to meet the unique goals and business considerations of its clients.

 


 

LISTENING: Understanding not only what is said , but what is meant. Understanding what is purposely not said. Active listening. Asking the right questions to fully illuminate the issue. Listening is the key to problem solving. Good listening makes a big difference.