The Liver Building

Pricing & Fee Negotiation (online)


Speaker: Robert Mowbray

Date: Wednesday 12th October, 2022

Time: 10:00 - 13:00

Areas of Law: Civil Litigation; Company & Commercial; Criminal; Employment; Family; Management; Personal Injury; Property; Wills, Trust, Tax & Probate


Course Code: S4659


As clients become more skilled at negotiating discounts, it becomes even more important that all fee earners understand how to engage with clients, plan work so that it can be performed efficiently and improve their skills at keeping clients informed. This course will look at current market practice and provide practical tips that are guaranteed to improve matter profitability and client satisfaction.

How do you feel when a client says ”we need to discuss fees”?
Case study scenarios – “What do you do when a client asks for…”
Understanding why we don’t maximise returns on all assignments
Getting started – Learning how to understand what clients’ “value” and the value of feedback
How to enjoy negotiating fees
Fee negotiation exercise
What have we learnt already?
Linking cash flow to fee negotiations
The maths of discounts and the alternative to “discounts”
Managing the “cost” of the matter when challenged on the “price” of the matter
The use of matter planning tools to manage matters and justify quotes
8 clever ways of controlling cost without discounting the price
What assumptions are needed to control costs?
The difference between the price and the profit of a matter
Using matter planning and pricing tools
Creative fee arrangements
If a client asks for a creative or innovative quote what do they mean?
What are the “win – win” arrangements that benefit everyone?
Applying creativity to case study scenarios
Action planning
Final Q&As

Can’t make the date/time or need to revisit the training? No problem, booking onto this event means you will receive a link to access a recording of the event at your leisure! The link will be sent within approx 72hrs of live broadcast & be available for approx. 3 months, to view as many times as you wish.

Speaker Biographies

Robert Mowbray is a Partner at Taylor Mowbray LLP. Robert is one of the longest standing and most widely known trainers of professionals having worked in and with law, accounting and professional organisations for over 25 years. He is renowned as an expert trainer in all things “financial” and has considerable experience of helping lawyers to read financial statements and advising professional firms to increase profitability.


Member £110
Non-member £155
Training Passport Free
Note: 20% VAT added at checkout