This video excerpt is the introduction of a presentation I delivered at ALPMA Summit 2017, the Australasian Legal Practice Management Association's annual conference, in Brisbane, Queensland. While the substantive content is slim, this clip provides a brief glimpse of my presentation style. You can access the full video in the ALPMA library here.
Law firm partners should not say to clients, "We don't know what this might cost you, because every matter is different," unless it's literally the first time the firm has encountered the issue. Similarly, in-house counsel should not say to outside counsel, "We don't know what this should cost us, we're expecting you to tell us," unless this is literally the first time the business has encountered this issue. Whether buying or selling, pricing legal work requires both parties to do better.
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