Legal Research

"Selling Legal Services: I Never Gave Discounts"

This post was written by Cordell Parvin: "Recently I came across a blog post How Not to Sell On Price.  It reminded me of the recession and how the fall out from it is changing the legal profession dramatically. Several lawyers I coach have told me their clients want discounts.

Giving discounts reminds me of Jos A. Bank. There is always a sale going on. This past weekend, I could have bought one sport coat or pair of slacks and gotten two for free. When I buy something at the Jos A Bank store I am never sure I got the best deal. If you give discounts, your clients will wonder if they are getting the best discount you give.

I never gave discounts. Instead, I gave extra services away at no cost. For example, I offered to do workshops for my clients at no charge. I occasionally put associates in their office for a week at no charge. I believe giving value for free is better than discounting fees..."

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Source: Law Consulting Blog, 23 June 2010. © 2010, Cordell Parvin LLC. Reproduced with permission of the author.

Full post as published by Stark County Law Library Blawg on June 24, 2010 (boomark / email).