This resource provides you with an easy-to-read "roadmap" that guides you through the steps to improving your law firm's existing pricing and legal project management capability, as well as the overall profit contribution. Comprehensively revised and updated; applicable to the state of the legal market in mid-2019 and beyond.
This resource provides you with an easy-to-read "roadmap" that guides you through the steps to improving your law firm's existing pricing and legal project management capability, as well as the overall profit contribution. Comprehensively revised and updated; applicable to the state of the legal market in mid-2019 and beyond.
Foreword to the First Edition xvii Introduction to the Second Edition xix Chapter 1 Introducing Our Framework 1 Chapter 2 The Rise of the New Normal v2.0 7 Chapter 3 Law Firm Economics 101: How Law Firms Make Money 15 Step One: Set the Price 29 Chapter 4 Pricing and the Question of Value 31 Chapter 5 Getting Started 53 Chapter 6 Demystifying AFAs 65 Speaking the Same Language: A Question of Terminology 66 Chapter 7 The Power of Pragmatic Analysis 95 Albert Einstein and Insanity 96 Chapter 8 There and Back Again 115 Remaining Vague about Value 116 Chapter 9 The Two Ps: Part 1 133 Pitching to Win 134 Chapter 10 The Two Ps: Part 2 149 Chapter 11 Preparing for Your Negotiation 171 Chapter 12 Conducting Your Negotiation 185 Step Three: Manage to Price 209 Chapter 13 The Rise of Legal Project Management 211 Chapter 14 Thinking Big, Starting Small 225 Chapter 15 Getting It Right from the Start 237 Chapter 16 Bringing It All Together 261 Chapter 17 Maintaining the Momentum: During the Matter 285 Becoming the Two Hatted Lawyer 286 Chapter 18 Making the Right Lasting Impression 307 Chapter 19 All Feedback Is Good Feedback: Getting Even Better 317 Chapter 20 Metrics That Matter 331 Chapter 21 The Chicken and the Egg 343 Chapter 22 The Role of Technology and the Rise of Big Data 357 Chapter 23 Pricing Legal Technology: A Beginner's Guide 367 Chapter 24 The Corporate Mentality: The Changing Nature of Practice Management and the Business of Law 379 Chapter 25 Closing Reflections 401 Selected Bibliography 403 Useful Resources 407 Acknowledgments 417 Index 419
Foreword to the First Edition xvii Introduction to the Second Edition xix Chapter 1 Introducing Our Framework 1 Chapter 2 The Rise of the New Normal v2.0 7 Chapter 3 Law Firm Economics 101: How Law Firms Make Money 15 Step One: Set the Price 29 Chapter 4 Pricing and the Question of Value 31 Chapter 5 Getting Started 53 Chapter 6 Demystifying AFAs 65 Speaking the Same Language: A Question of Terminology 66 Chapter 7 The Power of Pragmatic Analysis 95 Albert Einstein and Insanity 96 Chapter 8 There and Back Again 115 Remaining Vague about Value 116 Chapter 9 The Two Ps: Part 1 133 Pitching to Win 134 Chapter 10 The Two Ps: Part 2 149 Chapter 11 Preparing for Your Negotiation 171 Chapter 12 Conducting Your Negotiation 185 Step Three: Manage to Price 209 Chapter 13 The Rise of Legal Project Management 211 Chapter 14 Thinking Big, Starting Small 225 Chapter 15 Getting It Right from the Start 237 Chapter 16 Bringing It All Together 261 Chapter 17 Maintaining the Momentum: During the Matter 285 Becoming the Two Hatted Lawyer 286 Chapter 18 Making the Right Lasting Impression 307 Chapter 19 All Feedback Is Good Feedback: Getting Even Better 317 Chapter 20 Metrics That Matter 331 Chapter 21 The Chicken and the Egg 343 Chapter 22 The Role of Technology and the Rise of Big Data 357 Chapter 23 Pricing Legal Technology: A Beginner's Guide 367 Chapter 24 The Corporate Mentality: The Changing Nature of Practice Management and the Business of Law 379 Chapter 25 Closing Reflections 401 Selected Bibliography 403 Useful Resources 407 Acknowledgments 417 Index 419
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