The rise of eAuctions and knowing when to walk away

The phrase “we have been invited to participate in ‘client X’s’ eAuction” is guaranteed to be met with a series of groans within many law firms. In part, this is due to a fear of unknown, but also the more justifiable fear of one’s legal services being ‘commoditised’ where price is seen as the sole determinant of value. Yet, it is something that we need to get used to.  

Embracing Positive Pricing to benefit you and your client

When you think of discussing pricing with your clients, what emotions does this generate? If you are like most professionals, it creates a level of anxiety. While you hopefully enjoy the work you do, pricing often seems to be a barrier to success – it gets in the way of us winning work and creates tension between us and our clients. Most professionals can list multiple examples of where they would have won the job, if only the price could have been less. Or worse still – where pricing conversations with clients didn't end well.