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)

Law Firm Client Non Firm Firms

Alternative Pricing Models  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  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  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?