Alternative Pricing Models
2011 CALSM-posium
October 11, 2011
Union League Club, Chicago
Alternative Pricing Models
Panelists:
 Kevin Behan (Winston & Strawn)
 Elizabeth Jaworski (Motorola Mobility)
 Mark Williams (LawyerLink)
Moderator:
 Jim Hanlon (Novus Law LLC)
Client
Law
Firm
NonFirm
Firms
Alternative Pricing Models
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Alternative to what?
◦ Billable hour
◦ Per gig fee
What alternative fee models prevail today?
Who benefits from alternative pricing
models?
What services can be priced in new ways?
Who does the sourcing: client or law firm?
◦ How does alternative pricing help each?
Alternative Pricing Models
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The roles of certainty, simplicity and value?
Bundled versus unbundled?
What data is needed to understand pricing?
Who bears the risk?
Who manages the costs?
Who manages the project?
Alternative Pricing Models
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Fixed fee
Fee per page or per document
Contributions of people and technology
How do you compare apples and oranges
(“traditional” pricing to alternative pricing)?
What measures of value and quality exist?