Fee Negotiation For Fee Earners

Submitted by simondawkins on Fri, 07/03/2009 - 20:32.
Description: 

This is designed as a practical course specifically for lawyers who often fear that discussing fees will 'put off' clients. It will help delegates learn a process to follow when negotiating their fees and challenge them to practice their skills and to ensure they are able to influence and negotiate at appropriate times.

We impart a number of key messages to improve utilisation and realisation. This results in Fee Earners who passionately believe in their hourly rates, working for clients who value their time, and are driven to complete matters more profitably.

Objectives: 
  • To understand what a negotiation looks like and who we focus on

  • Understanding our worth, who we are, self knowledge and the link with fees

  • Understanding the impact of successful negotiations on profits, cash and client satisfaction
  • The importance of preparation
  • Setting client expectations and explaining the range of likely fees
  • To practice negotiations using role plays
  • Understanding how to avoid the key traps involved in negotiations
  • Understanding the six principles of influence
  • Dealing with barriers to agreement
Benefits: 
  • Delegates will understand:
  • How to make their practice more profitable at each opportunity
  • Key preparation before a negotiation, target positions and acceptable fallbacks
  • The six principles of influencing and client expectations
  • A professional and respectful negotiation process that supports both parties
  • Where their skills lie and a clear action plan to improve them
  • Much improved confidence
Who Should Attend?: 

All Fee Earners with client facing responsibilities who have to deal with fee discussions and set client expectations

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