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January 02, 2013

Pricing tip of the month: Act like an entrepreneur, not like a lawyer

When lawyers first start bidding on alternative fee arrangements and fixed price deals, they sometimes approach each new matter like a lawyer, trying to craft perfect agreements which close all the loopholes and protect them from risk.  But to win new business in an increasingly competitive environment, you will need to take risks and approach new matters like an entrepreneur who is willing to do whatever it takes and can’t wait to get started.


The first Wednesday of every month is devoted to a very short and simple tip like this to help lawyers increase efficiency, provide greater value to their clients and/or develop new business. This month’s tip comes from my new book “Legal Project Management, Pricing and Alternative Fee Arrangements.”


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