Clients purchase the value we provide, not the time we spend. Learn how to shift your law practice from the inefficient and opaque billable hour to a profitable alternative aligned with your client's goals. Learn more at www.adifferentpractice.com

1. PROFITABLE ALTERNATIVES
TO THE BILLABLE HOUR
CLIENT-
CENTERED
PRICING

2. What is your biggest
pricing challenge?
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3. How would things look
different a year from now
if you found a solution?
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4. Myths
CLIENT-CENTEREDPRICING

5. Billing by the
hour is the
only way to be
profitable.
MYTH

6. Alternative
billing is not
ethical.
MYTH

7. There are
too many
variables.
MYTH

8. "How you make your
money is more
important than how
much you make."
Gary Vaynerchuck
@garyvee
CLIENT-CENTEREDPRICING

9. We provide a service.
CLIENT-CENTEREDPRICING
Predictability
Aligned incentives
Solutions
Value

10. The Process
CLIENT-CENTEREDPRICING
Practical solution for calculating fees

11. Keeping the lights on and money in the bank
Step 1:
Calculate
Overhead and
Desired Salary

12. Calculate Overhead
& Salary
Operating Costs
Fixed costs
Variable costs
Includes employee compensation
Your Salary
Necessary income
Disposable income
Consider taxes
By Month
Calculate costs per month

13. Hitting the goal to cover costs
Step 2:
Identify Target
Revenue

14. Identify Target
Revenue
Operating Costs
+
Desired Salary
=
Target Revenue
per month

15. What you do that earns revenue
Step 3:
List Sources of
Income

16. Listing Sources of
Income
Sources of Income
Cases
Discrete tasks
ADR
Court appointments
Contract work
Expert testimony
How Many per Month
Process Mapping

17. Putting a number on the value
Step 4:
Calculate Price

18. Calculate Price
Target Revenue
÷
Number of
Sources
=
Average Price

19. Calculate Price
Then consider...
Value to the client
Work included
Fee structure

20. Alternative billing models
CLIENT-CENTEREDPRICING
Flat fee
Subscription
Fee shifting
Contingency
Reverse contingency
Hybrid

21. PUBLISH
Be transparent and publish your
pricing to the world. Put it on
your website. Provide it to
prospects openly. Don't hide the
ball.
REVIEW
Don't lock yourself in. Look at
the data. Review consistently.
Remember it's an average.

22. What's one thing you
will do today?
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23. Thankyou!
Lauren Lester
@MsLaurenLester
adifferentpractice.com
Erika Holmes
303-653-9120
Erika@ELHolmesLaw.com