Frederick J. Esposito Jr. presented on alternative fee arrangements to the Richmond Chapter of the Association of Legal Administrators. He discussed the economic climate facing law firms, clients' increasing demands for alternative fees and non-hourly billing, and examples of alternative fee arrangements used by other law firms. Esposito emphasized the tools, training, resources, and personnel management needed for law firms to successfully implement alternative fees and highlighted predictions that alternative fees will continue growing and transforming the legal profession.
Intro to Corporate Venture Capital – Terms and Strategic Considerations | Mic...UCICove
About UCI Applied Innovation:
UCI Applied Innovation is a dynamic, innovative central platform for the UCI campus, entrepreneurs, inventors, the business community and investors to collaborate and move UCI research from lab to market.
About the Cove @ UCI:
To accelerate collaboration by better connecting innovation partners in Orange County, UCI Applied Innovation created the Cove, a physical, state-of-the-art hub for entrepreneurs to gather and navigate the resources available both on and off campus. The Cove is headquarters for UCI Applied Innovation, as well as houses several ecosystem partners including incubators, accelerators, angel investors, venture capitalists, mentors and legal experts.
Follow us on social media:
Facebook: @UCICove
Twitter: @UCICove
Instagram: @UCICove
LinkedIn: @UCIAppliedInnovation
For more information:
cove@uci.edu
http://innovation.uci.edu/
TRU Snacks Webinar Series - Determining the Right Path Forward When Restructu...Citrin Cooperman
The COVID-19 pandemic pushed many business owners into crisis management mode to identify the best way to pivot and ensure sustainability. During this TRU Snacks session, we will provide insight on how to determine the right path forward when restructuring a financially distressed company.
https://www.citrincooperman.com/infocus/tru-snacks-webinar-series
Intro to Corporate Venture Capital – Terms and Strategic Considerations | Mic...UCICove
About UCI Applied Innovation:
UCI Applied Innovation is a dynamic, innovative central platform for the UCI campus, entrepreneurs, inventors, the business community and investors to collaborate and move UCI research from lab to market.
About the Cove @ UCI:
To accelerate collaboration by better connecting innovation partners in Orange County, UCI Applied Innovation created the Cove, a physical, state-of-the-art hub for entrepreneurs to gather and navigate the resources available both on and off campus. The Cove is headquarters for UCI Applied Innovation, as well as houses several ecosystem partners including incubators, accelerators, angel investors, venture capitalists, mentors and legal experts.
Follow us on social media:
Facebook: @UCICove
Twitter: @UCICove
Instagram: @UCICove
LinkedIn: @UCIAppliedInnovation
For more information:
cove@uci.edu
http://innovation.uci.edu/
TRU Snacks Webinar Series - Determining the Right Path Forward When Restructu...Citrin Cooperman
The COVID-19 pandemic pushed many business owners into crisis management mode to identify the best way to pivot and ensure sustainability. During this TRU Snacks session, we will provide insight on how to determine the right path forward when restructuring a financially distressed company.
https://www.citrincooperman.com/infocus/tru-snacks-webinar-series
Demonstrating Good Ethics in Business Valuation Modeling Ralph Colucci, CFA
Summary presentation, which provides an overview of navigating thru the sometimes troubled waters of corporate finance and valuation consulting with good ethical behavior in an influential business world.
Early Valuation for Entrepreneurs by John ShumatePlatform Houston
Early Valuation for Entrepreneurs by John Shumate
John Shumate is CEO of ValuLogik and has focused his career on working closely with venture-backed companies. He has worked with hundreds of early- and growth-stage companies across many industries, many of them dealing with highly-technical products or business models. He believes strongly in the use of carefully-applied rigor to rationalize financial models, business plans, valuations, and other quantification tools. He has over a decade of financial experience, including buy-side and sell-side mergers and acquisitions; debt and equity capital raises; strategic consulting; complex financial modeling; business plan development; equity and derivative valuation; and venture incubation. John recently served as Vice President at Blue Equity, a growth-stage private equity firm, and Chief Financial Officer at BellaNovus, an early-stage medical device development company. He was a Senior Associate at bCatalyst, a business incubator and financial services provider to early-stage companies. He has also held analytical roles for Ethicon-Endo Surgery, a division of Johnson & Johnson, and Hilliard-Lyons, a regional brokerage house. John attended the Wharton School at the University of Pennsylvania, where he received a B.S. in Economics and dual concentrations in Finance and Management
Nuts & Bolts of Lost Profit Cases (Series: Complex Financial Litigation 2020) Financial Poise
Business does not always go as planned. When a vendor breaches their contract to supply key parts, a lender reneges on their loan commitment, or a fire decimates a central distribution facility, the impacted business may have grounds to seek compensation in the form of the profits it would have earned had everything just gone smoothly. In order to successfully win (or defend against) any such claim, one must compile and analyze certain types of documents and information, understand and apply appropriate methodologies, and present their case in a manner consistent with that which the court or trier of fact requires. In this webinar, the expert panel discusses the circumstances that warrant lost profits claims, key considerations for both the claimant and defendant, and how such claims will ultimately be evaluated.
To listen to this webinar on-demand, go to: https://www.financialpoise.com/financial-poise-webinars/lost-profit-cases-2020/
An IT Perspective of an Acquisition- The Top Six Must-Do List Webinareprentise
Nearly two-thirds of mergers fail to capitalize on potential synergy due to an inability to integrate or consolidate diverse cultures, processes and technologies. These companies experience a Value Gap – the unhappy coincidence of achieved value offset by unanticipated challenges, reducing value from the merger. By following six essential steps for post-merger success, you can overcome the Value Gap using Emergent Value – synergies after the deal is made that can add energy, creativity and create opportunities.
Watch the webinar recording here: https://vimeo.com/101418027
Website: www.eprentise.com
Twitter: @eprentise
Google+: https://plus.google.com/u/0/+Eprentise/posts
Facebook: https://www.facebook.com/eprentise
Interested in buying the company that you’ve been helping to build but are unsure of the implications behind a management buyout? Or are you a company owner looking to sell and wondering what the concerns of a prospective management team could be? Join our experts & learn everything you need to know to pursue a successful MBO.
To view this Welch LLP webinar (and others), click here: http://www.welchllp.com/resource-centre/videos/webinars/
Nervous about the handful of arrangements at your organization that compensate physicians outside traditional FMV ranges?
Even though many healthcare organizations adopt a single benchmark quantile as the standard for payments, there are times when a higher rate is justified. How do you determine what’s fair, and how do you standardize that process?
This deck covers what to do when physician agreements fall outside of traditional FMV Range and how you can protect yourself and your organization against compliance risks, including:
-Evaluating if contracts warrant a higher payment rate
-Crafting policies and procedures for these types of arrangements
-Strategies for efficient, compliant documentation
-And more!
How to Align with Finance and Procurement to Demonstrate Business ImpactBravoSolution
Supply management is a crucial component requiring a broad range of capabilities to continually maximize value to the business. Measuring this value is all about alignment: how well the processes are performing and the integration in the horizontal business process. When aligned, finance and supply management can allow for greatly improved performance and demonstrable business impact.
During this presentation, you will learn best practices for measuring alignment and maturity and developing the capabilities required for supply management success.
Love Your Sourcing Strategy by Letting it Go
Access this presentation where our expert speakers will guide you on how you can responsibly put sourcing into the hands of distributed buyers and empower them to select their suppliers and scale procurement’s impact.
Learn to:
1. To identify the most common fears procurement experiences in the wake of decentralized buying
2. To understand the root cause of those fears so they can be overcome
3. To articulate the advantages (for procurement and the enterprise) of effectively managed distributed buying
Demonstrating Good Ethics in Business Valuation Modeling Ralph Colucci, CFA
Summary presentation, which provides an overview of navigating thru the sometimes troubled waters of corporate finance and valuation consulting with good ethical behavior in an influential business world.
Early Valuation for Entrepreneurs by John ShumatePlatform Houston
Early Valuation for Entrepreneurs by John Shumate
John Shumate is CEO of ValuLogik and has focused his career on working closely with venture-backed companies. He has worked with hundreds of early- and growth-stage companies across many industries, many of them dealing with highly-technical products or business models. He believes strongly in the use of carefully-applied rigor to rationalize financial models, business plans, valuations, and other quantification tools. He has over a decade of financial experience, including buy-side and sell-side mergers and acquisitions; debt and equity capital raises; strategic consulting; complex financial modeling; business plan development; equity and derivative valuation; and venture incubation. John recently served as Vice President at Blue Equity, a growth-stage private equity firm, and Chief Financial Officer at BellaNovus, an early-stage medical device development company. He was a Senior Associate at bCatalyst, a business incubator and financial services provider to early-stage companies. He has also held analytical roles for Ethicon-Endo Surgery, a division of Johnson & Johnson, and Hilliard-Lyons, a regional brokerage house. John attended the Wharton School at the University of Pennsylvania, where he received a B.S. in Economics and dual concentrations in Finance and Management
Nuts & Bolts of Lost Profit Cases (Series: Complex Financial Litigation 2020) Financial Poise
Business does not always go as planned. When a vendor breaches their contract to supply key parts, a lender reneges on their loan commitment, or a fire decimates a central distribution facility, the impacted business may have grounds to seek compensation in the form of the profits it would have earned had everything just gone smoothly. In order to successfully win (or defend against) any such claim, one must compile and analyze certain types of documents and information, understand and apply appropriate methodologies, and present their case in a manner consistent with that which the court or trier of fact requires. In this webinar, the expert panel discusses the circumstances that warrant lost profits claims, key considerations for both the claimant and defendant, and how such claims will ultimately be evaluated.
To listen to this webinar on-demand, go to: https://www.financialpoise.com/financial-poise-webinars/lost-profit-cases-2020/
An IT Perspective of an Acquisition- The Top Six Must-Do List Webinareprentise
Nearly two-thirds of mergers fail to capitalize on potential synergy due to an inability to integrate or consolidate diverse cultures, processes and technologies. These companies experience a Value Gap – the unhappy coincidence of achieved value offset by unanticipated challenges, reducing value from the merger. By following six essential steps for post-merger success, you can overcome the Value Gap using Emergent Value – synergies after the deal is made that can add energy, creativity and create opportunities.
Watch the webinar recording here: https://vimeo.com/101418027
Website: www.eprentise.com
Twitter: @eprentise
Google+: https://plus.google.com/u/0/+Eprentise/posts
Facebook: https://www.facebook.com/eprentise
Interested in buying the company that you’ve been helping to build but are unsure of the implications behind a management buyout? Or are you a company owner looking to sell and wondering what the concerns of a prospective management team could be? Join our experts & learn everything you need to know to pursue a successful MBO.
To view this Welch LLP webinar (and others), click here: http://www.welchllp.com/resource-centre/videos/webinars/
Nervous about the handful of arrangements at your organization that compensate physicians outside traditional FMV ranges?
Even though many healthcare organizations adopt a single benchmark quantile as the standard for payments, there are times when a higher rate is justified. How do you determine what’s fair, and how do you standardize that process?
This deck covers what to do when physician agreements fall outside of traditional FMV Range and how you can protect yourself and your organization against compliance risks, including:
-Evaluating if contracts warrant a higher payment rate
-Crafting policies and procedures for these types of arrangements
-Strategies for efficient, compliant documentation
-And more!
How to Align with Finance and Procurement to Demonstrate Business ImpactBravoSolution
Supply management is a crucial component requiring a broad range of capabilities to continually maximize value to the business. Measuring this value is all about alignment: how well the processes are performing and the integration in the horizontal business process. When aligned, finance and supply management can allow for greatly improved performance and demonstrable business impact.
During this presentation, you will learn best practices for measuring alignment and maturity and developing the capabilities required for supply management success.
Love Your Sourcing Strategy by Letting it Go
Access this presentation where our expert speakers will guide you on how you can responsibly put sourcing into the hands of distributed buyers and empower them to select their suppliers and scale procurement’s impact.
Learn to:
1. To identify the most common fears procurement experiences in the wake of decentralized buying
2. To understand the root cause of those fears so they can be overcome
3. To articulate the advantages (for procurement and the enterprise) of effectively managed distributed buying
A presentation, originally presented to FICPI on 24 February 2011, outlining some approaches to offering fixed fee or other alternative fee arrangements.
1. Price-general price, strategy, what factors contributed to your p.pdfanjandavid
1. Price-general price, strategy, what factors contributed to your price estimation. 2.
Implementation and Evaluation-how will you know whether you are successful or not? Answer
those 2 questions (On indoor go kart racing)
Solution
Pricing is frequently a standout amongst the most troublesome things to get right in business.
There are a few factors a business needs to consider in setting a cost:
• Competitors – an enormous effect on pricing choices. The relative pieces of the pie (or
market quality) of contenders impacts whether a business can set costs autonomously, or whether
it needs to take after the lead appeared by contenders
• Costs – a business can\'t disregard the cost of creation or purchasing an item with
regards to setting an offering cost. In the long haul, a business will come up short in the event
that it offers for not as much as cost, or if its gross net revenue is too low to take care of the
settled expenses of the business.
• The condition of the market for the item – if there is popularity for the item, however a
lack of supply, at that point the business can put costs up.
• The condition of the economy – a few items are more touchy to changes in joblessness
and laborers compensation than others. Creators of extravagance items should drop costs
particularly when the economy is in a downturn.
• The haggling intensity of clients in the objective market – who are the purchasers of the
item? Do they have any dealing control over the value set? An individual shopper has small
dealing control over a grocery store (however they can take their custom somewhere else).
Notwithstanding, a mechanical client that purchases generous amounts of an item from a
business might have the capacity to arrange lower or uncommon costs.
• Other components of the advertising blend – comprehend that costs can\'t be set
without reference to different parts of the promoting blend. The dissemination channels utilized
will influence cost – distinctive costs may be charged for a similar item sold direct to customers
or through middle people. The cost of an item in the decrease phase of its item life-cycle should
be lower than when it was first propelled.
Steps to implementation
Clarity on goals
The initial phase in the effective execution of significant worth based estimating is to
characterize the goal of the organization. As much as enhancing productivity appears a direct
goal, changed organizations may seek after various destinations amid various phases of their own
life cycle.
Development in supreme incomes (instead of development in benefits) is regularly a critical
objective – particularly for items with arrange externalities. At last, the development for
subordinate items (e.g., razors versus sharp edges) might be the fundamental thought behind the
general estimating technique if there should arise an occurrence of interdependencies between
items.
Commonly contradictory objectives of benefit amplification, income augmentation, and the
boost of off.
From ITC Agent Conference 2015...
Attend this session to learn about the things agencies should consider - even if they are NOT interested or ready to sell - to maximize their agency's valuation.
Paying for Litigation- Hourly, Contingency, Third Party Financing & More (Ser...Financial Poise
As the cost and duration of litigation continue to increase, clients have begun demanding fee arrangements that deliver maximum value and best mitigate risk. This webinar explores the mechanics and pros and cons of various fee arrangements, from hourly to contingent to mixtures of the two. We also discuss the increasingly popular option of third-party litigation finance.
To view the accompanying webinar, go to: https://www.financialpoise.com/financial-poise-webinars/paying-for-litigation-hourly-contingency-third-party-financing-more-2021/
Similar to Richmond, VA ALA Chapter Presentation on Alternative Fee Arrangements (20)
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Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
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Putting the SPARK into Virtual Training.pptxCynthia Clay
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Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
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Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
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Richmond, VA ALA Chapter Presentation on Alternative Fee Arrangements
1. Richmond Chapter
Association of Legal Administrators
Initiating Alternative Fee Arrangements
Due Diligence, Implementation & Communication
Presented by:
Frederick J. Esposito, Jr., CLM
Director of Administration/Chief Financial Officer
Meyer, Suozzi, English & Klein, P.C.
The Boathouse, Rocketts Landing
May 22, 2013
2. Legal Profession Economics/Climate
2013 Predictions?
• Roller Coaster Economy
• Cautious Optimism
• Law Firm Self-Examination
• Regrouping and Adapting to Change
• Expense Control
• Revenue Building –Profits!
• Paradigm Shift -New Rules!
• Project Management!
3. “Paradigm Shift”
Legal Profession Climate
• Billable Hour Dead? More Client Resistance!
• Client Dissatisfaction Over Outdated Valuing of Legal
Services
• Global Financial Crisis Acted as Catalyst to Change
• ACC Value Challenge – September 2008!
• Enormous Pressures to Cut Costs
• Do More with Less = Gain Greater Certainty of Costs
• Clients are More Assertive in their Fee Discussions
• Clients Demand Alternatives to the Billable Hour
5. Problems for Law Firms
Legal Profession Climate
• Pricing by alternative arrangement is not in most
partners’ comfort zone
• Lack of project management skills
• Lack of pricing experience
• Lack of historical information to refer back to
• Inexact science, cant completely reduce risk
• Shift in demand curve; leverage is with clients
• Increased competition for clients
• Rage against the billable hour (?!)
6. Economic Climate is Somber
Client Response?
Clients are Pushing Back More on Fees
Clients Want More Predictability
Clients Want Creative Pricing
Alternative Fee Arrangements (AFAs)
Perceptions/Pros/Cons
• Temporary?
• Pricing Evolution?
• Seller’s Market?
• Billable Hours?
• Communication?
• Bottom Line?
7. Questions Law Firms Face
a. What kind of AFA fee structures are law firms using,
and how do you make them work?
b. How do you put a face value on a piece of work,
and how do you ensure continuing profitability?
8. Paradigm Shift
Law Firms Need To Change Business Models
Need to Move Away from the Idea that More Time
Spent on a Matter Means More Money for the Firm
Efficiency!
Value Fees; Relationship Between Fee Structures and
the Behaviors They Encourage
Avoiding AFAs is not a strategy!
9. What Clients Want
• Efficiency
• Cost Predictability
• Transparency
• Targeted Advice
• Increased use of Alternative Fee Arrangements
• Value!
11. It IS Not All About Price….
Do Clients only care about price?
Client Concerns About Pricing
• Lack of Predictability
• Perceived Value
• Overall Price
• Simplicity
12. Client Concerns About Pricing
Lack of Predictability
• Communication Issues/Client Expectations
• Surprise Factor
• Highly Budgeted Corporate Environments
Perceived Value
• Increases in Billing Rates and Leverage
• Widening Gaps –Rates/Value of Services or Outcome
• Widespread Segmentation
Overall Price
• Magnitude of Total Legal Spend
• Repetitive, High Volume Work
• Long Running Matters
• Intense Scrutiny of Legal Fees
Simplicity
• AFA Pricing- Highly Complex?
• Clients Lose Interest
13. Broad Categories of Pricing Systems
Remember! There is NO perfect arrangement.
• Blended Hourly Rates
• Volume Discounts
• Fixed or Flat Fees
• Fixed Fee /Pre-Agreed Budget with “Collar”
• Retainers/Fee Caps
• Fee Hold Backs
• Success Fees
• Phase-Based Fees/Hybrids
• Contingency Fees
• “Frequent Flyer” Credits
14. “Deliver Legal Services in a Profitable Manner”
Understanding YOUR Firm’s Economics
How much does it cost the firm to produce a billable
hour for:
• Each Attorney?
• Each Task?
Interesting statistic to share!
15. “Where To Start?????”
Which Practice Groups Should Be Considered
for Alternative Fee Arrangements???
• Identify Practice Groups Where the Firm Has the Most
Financial Intelligence.
• Efficiency and Cost- Effectiveness
– Methods for Producing or Managing the Work to be
Performed
16. Practice Groups Prime for Alternative Fee Arrangements?
• Litigation
• Corporate/Transactional
• Trust/Wills/Estates
• “Take Your Pick”
Best Approach to Pricing?
• Maximize Value for the Client
– Incentivize Particular Types of Success
– Predict Legal Spend
– Reduce Overall Level of Fees
– Encourage Particular Staffing Models
17. Litigation
“AFAs Cannot Work With Litigation Matters?”
YES, THEY CAN!
• Ingenuity & Creativity
• Suits Particular Needs of a Specific Client or Matter
• Flexibility/Change Orders –Engagement Letters!
– Propose separate fee arrangement for each phase of
litigation?
• Motion to Dismiss
• Discovery
• Trial Preparation
• Trial
18. Corporate –Transactional
• Ingenuity & Creativity
• Suits Particular Needs of a Specific Client or Matter
• Flexibility/Combination of Pricing Systems
• Due Diligence
• Drafting Specific Agreements
• Negotiating Terms and Amount of Purchase/Sale
19. Trust/Wills/Estates
• Ingenuity & Creativity –Common Denominator!
• Suits Particular Needs of a Specific Client or Matter
• Flexibility/Combination of Pricing Systems
• Pricing Standard Estate Plans with Rewrites
• Document Generation/Automation
• Position for profit!
20. Propose Suitable Alternative Fee Arrangements
• Create an arrangement that reflects and supports the
long-term, broad scope of the client relationship AND
provides a chance to grow the client relationship further
or into new areas. –Trust Me!
• Clients prefer a mix of Standard Hourly Rates and
Alternative Fee Arrangements depending on their varying
goals for individual matters.
21. Suitable Alternative Fee Arrangement ?
Standard Hourly Rates & Fixed Fees?
Fixed Fees & Retainer Structures?
Menu/Portfolio Pricing?
Getting to the Price is Right?
Litigation Examples……..
22. Examples of Risk-Sharing
Alternative Fee Arrangements
• Client retains firm to pursue arbitration against its partner in a
$500M development project. Under the arrangement, client
paid 50% of standard rates and firm received a percentage of
the value the client received upon liquidation or sale of the
venture.
• Client retains firm to pursue litigation against numerous
former officers and directors for fraud. Client requested firm
pay all expenses including expert costs. In return, firm
received full reimbursement of expenses, from “first dollar
out” and a percentage of the recoveries from the litigation.
• Several clients retained a firm to handle individual or groups
of commonly litigated claims on a fixed or flat fee basis.
23. Examples of Risk-Sharing
Alternative Fee Arrangements
• Client and firm negotiated an agreement, whereby firm
handled a fixed group of defense cases for a 30% reduction
in its normal fees in exchange for the right of first refusal for
all plaintiff contingent fee cases the client has for a three year
period.
• Several clients asked one firm to “hold back” 20% to 30% of
its normal fees in return for payment of the “hold back” and
multiples thereof depending on the outcome of the litigation.
24. Examples of Risk-Sharing
Alternative Fee Arrangements
• Client retained firm on a tiered contingency fee basis to
handle an insurance recovery action, paying an upfront
multi-million dollar fee. The firm then took on all additional
fee risk and received a percentage of the recoveries from
litigation.
25. Know Your Goals!
• What is the client looking for?
• What are you willing to accept regarding the profitability of
this work?
• Is this core to our business?
• Learn to say no
• Play to win!
• Are the clients’ expectations realistic?
• Look at historical matters with common characteristics
• What is the cost of delivering the service?
• What will the volume be?
26. How Many Other Law Firms are Using AFAs
AND
Achieving Profitability?
27. How Many Other Law Firms are Using AFAs
and
Achieving Profitability?
• Some Law Firms are Generating Profit
• Some Law Firms Continue to Make the Same Mistakes!
– Learning from the mistakes?
28. Profitability 101 – The Basics
• How Much Can We Charge?
• How Much Does it Cost Us?
• How Can We Maximize the Spread?
Profitability 101 – AFA World
• Estimation, Efficiency, and Project Management
• Risk Model has changed
• Control the drivers that CAN be controlled
– Limit risk where you can
– Learn from previous experience
– Learn to say no….quickly!
29. ALTERNATIVE FEE ARRANGEMENT
SUCCESS STORIES
• Bartlit Beck
– “Bet The Company Litigation”
– “Pure Value Shop –Hold Backs”
– “Refused Hourly Clients”
• Seyfarth Shaw
– “Six Sigma Concept”
• Exemplar Law Group
– “Value Billing”
– “26 Non-Attorney Professionals”
– “Fuselage Pricing Model”
• Valorem Law Group
– “Billable Hour is Dead!”
– “Value Adjustment Line”
– “Customer Satisfaction”
31. Important!
Keeping Contemporaneous Time
Importance of Timekeeping
•Firm Productivity
•Powerful Planning Tool
•Critical Role in Profitability
Better Timekeeping Practices
•Improved Estimates for Legal Spend
•Better Handle on Firm Investment
•Generating Profit
32. Marketing Alternative Fee Arrangements
2012 Altman Weil Survey/Law Firms in Transition
• AFAs are used by 95% of all large and mid-sized firms
• 81% of large firms reported an increase in AFA since 2010
• 66% Reactive to Client Requests
• 33% Proactive/Competitive Advantage
Marketing Strategy –Planning and Implementation
• Efficiency and appropriate allocation of resources
• Alignment with client risk
• Cost of legal services relative to matter results
• Go To Your Best Clients First –”Cherry Pick”
33. Framing the Marketing Message
• Message v. Method
“Fee Options that Provide Value to Clients”
• What Works for your firm and your Practice Areas?
• Can matters be broken down within practice groups into
distinct parts that systems can be developed around?
• Are documents or pleadings standard or capable of being
customized through automation?
• Are there reasons for fee variances for roughly the same
type of work?
• Are these types of matters rare or frequent and how do our
competitors charge for the same services?
34. Framing the Marketing Message
Basic Action/Communication Game Plan
• Start small and decide what type of fee arrangement works
for the matter –Conservative or Aggressive?
• Once a matter has been identified as suitable for an AFA,
market it!
• Web-based and Print-based mediums mentioning
that AFAs are offered by the firm
• Clients that have used your firm for AFAs should be
encouraged to refer others
• Internally educate and market AFAs within the firm
• Premise - “Strategic Decision Not a Sales Gimmick”
• Comprehend Business Implications of AFAs for the Client
and Firm.
35. Strategic Marketing Advantage
Frame the Message
Law Firms with AFA Pages on their Websites
1. Wilmerhale
www.wilmerhale.com
2. Kirkland & Ellis
www.kirkland.com
3. Haynes Boone
www.haynesboone.com
36. Strategic Marketing Advantage/Frame the Message
• CMS Cameron McKenna
– 13th largest UK firm with 800+ lawyers
– Launched a marketing campaign around its unique
fee structure.
– Invited 3500 clients to consider AFAs
– Introduced a Pay what you think it’s worth option
– Provided discounts for clients placing majority of
work with the firm
– Monthly retainers
– Fixed Fee agreements
• Law Firm Brochure “The Future of Fees”
37. Strategic Marketing Advantage/Frame the Message
www.summitlaw.com
Summit Law Group rejected the traditional law firm model and
started from scratch to design a modern law firm founded on a
single principle: customer service.
– Client are called “Customers”
– AFAs -Introduced a Pay What You Think it’s Worth Option
• Value Adjustment Line
• VERY Successful!
38. What AFA Firms Need To Be Successful?
• System Tools
• Training
• Resources
• Personnel Management
39. What AFA Firms Need To Be Successful?
System Tools
• Historical Time Investment Analysis
• Matter Budgeting
• Monitor and Manage
• Measure What Can Be Measured
• Gauge Performance
• Initiate Corrective Action
40. What AFA Firms Need To Be Successful?
Training
• Attorneys
• Budgeting Tools
• Pricing Negotiations
• Renegotiations
• Manage Matter Budgets and Staffing
41. What AFA Firms Need To Be Successful?
Resources
• Non-Lawyer Management Professionals
• Marketing & Business Development
Professionals/Teams
• Project Managers
• Senior Attorneys/Paralegals
42. What AFA Firms Need To Be Successful?
Personnel Management
Utilizing the Different Ways To Approaching Legal
Work
• Improve Communication
• Adopt/Enhance Team Initiatives
• Ensure Clear Ongoing Oversight of Matters
• Establish Accountability
• Continue Learning About AFAs
43. PREDICTIONS & TRENDS
Billable Hour Will NOT Disappear
• Valuable Pricing Mechanism
• Productivity Tracking/Profitability
Segmented Legal Market Will Continue to Produce a Variety
of Pricing Mechanisms
The Dominant Emerging Pricing Mechanism will be Fixed or
Project Pricing
Best Compromise
Price
Value
Predictability
44. PREDICTIONS & TRENDS
AFAs Will Change the Legal Profession
• AFAs will Replace Billable Hour as the Billing Standard
• Handled Properly, Potential Revenues are Compelling
– AFAs Brought in a Reported $16.1 Billion in 2011
New Law Firm Roles/Tasks Will Emerge
• Ascertaining Economic Feasibility of Fixed Fees and
AFAs
• Managing Teams Doing Work Under AFA
Structures/Pricing
• Monitoring Internal and External Resources
• Monitoring Cost-Efficient Strategies
• Ensuring Profitability
45. PREDICTIONS & TRENDS
Shift in the Marketplace
• Law Firms That See Opportunity Rather Than Hardship
Will Reap the Benefits
• Law Firms That Recognize AFAs as a Means to
Differentiate itself will Outdistance the Competition
46. ”There Are Three Kinds of Baseball Players:
Those Who Make It Happen, Those Who Watch It Happen
and Those Who Wonder What Happened.”
-Tommy Lasorda
Which Are You?????
Next Steps?
50. Contact Information
Frederick J. Esposito, Jr., CLM
Director of Administration/CFO
Meyer, Suozzi, English & Klein, P.C.
990 Stewart Avenue, Suite 300
Garden City, NY 11530
Email Address: FJE@msek.com
Phone Number: 516-741-6565
www.msek.com
LinkedIn: www.linkedin.com/in/fjesposito
Twitter: Lawmgtguru