A Different Law Firm Model: Up Front Pricing and Billing.

What are you charging your clients for, “minutes” or “results?” Guest John Rafferty started his own firm, Highfield Law, in the Philadelphia suburbs, specializing in guardianships and estates. He’s a convert to flat-fee, results based, billing. No more “billable hours.” And it works.

Rafferty is also a tech guy. Zoom, phone, face to face, it’s all at the client’s choice. Meeting clients where they want is key, and Rafferty finds many prefer some mix of online and in-person contact. It’s a new world. (And that goes for hiring online and part-time administrative help, too).

Hear how Rafferty reinvented his legal practice, from billing to remote work, and how he sets his flat-fee rates based on value and the market. Having the confidence to set a rate, and stick to it, is important. It takes courage, but it’s worth it. 

And one more thing: “All funds are due up front.” Does this all sound blunt and, frankly, different? Perhaps, but it can take the focus off the money and hours and let clients focus on getting the results they want.

(Plus, a bonus tip: where to find the best Philly cheesesteaks!) 

Questions or ideas about solo and small practices? Drop us a line at [email protected]. 

Topics:

• Flat-fee billing works if you have the confidence to set your fee and stick to it. John Rafferty went out on his own and established a results-based firm. No more “billable hours.”

•  Meet clients where they are. That doesn’t have to be in an office. Clients are busy, too. Sometimes an online video chat or a phone call is better than having someone “drop by the office.”

•  For solo practices, tech matters. Get comfortable with digital platforms and let them speed up the routine tasks. If a flat-fee project takes fewer hours than you estimated because you were efficient, that’s pure profit.

Resources:

“Ditch the Billable Hour! Implementing Value-Based Pricing in a Law Firm,” by Shaun Jardine

Previously on the Legal Talk Network, “No More Billable Hours: The Move To Value-Based, Results-Based Pricing,” The Un-Billable Hour

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Special thanks to our sponsors ALPS Insurance, LEX Reception, Wyzer Staffing, CallRail, and 8am.