This year, I’m seeing a noticeable increase in interest from law firms in value pricing. The driver is clear: hourly billing is breaking down as firms find they can deliver the same work more quickly – whether through process improvements, technology, or AI.
Efficiency should be a good thing. But when clients feel they’re getting the same service as before, just delivered faster, efficiency becomes a trap. It leads directly to demands for lower fees. And increasingly, clients have credible alternatives if those reductions aren’t forthcoming.
