Say No to Discounts

The bargaining power between lawyer and client has shifted noticeably, as a perfect storm of technology improvements, globalization, and reduced demand left law firms with excess capacity.

Law departments promptly recognized that they had gained an advantage in fee negotiations, at least temporarily; unfortunately many have settled for rate discounts rather than seeking more valuable and lasting change.

Those who pursue the discounting conversation risk missing the real opportunity, and potentially damaging important, trusted advisor relationships.

In this white paper, Danny Ertel reveals a few hard truths about discounts, and shares six facts to keep in mind as you approach fee negotiations.