Overcoming Fee Resistance: Have Confidence In The Value of Your Services


Consumers want the very best price for any given product or service.  As a lawyer, you suggest a fee. Your client looks at you and says, "Gee, that's a lot of money. It's really a lot more than I had budgeted for, and I'm really concerned about that." Or perhaps, "My CEO is concerned about our legal budget. Is there a possibility that you could do this for less?"


What do we do?


What we do not typically do is give that client an assurance. We do not usually look the client in the eye and assert the merits of our fee. Instead, we become frightened. What if we lose the client? What if they select someone else? With those fears in mind, we either capitulate on the spot, or we say we would like to talk to our management committee - and then we run to our partners and suggest that we ought to lower our fees to keep the client.

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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