🟣 Law Firm Owners: Do your fee-earners use their headline rate all the time? Most of the time? Sometimes? Rarely? Never?
Apologies for being Joe Blunt but I can pretty well guarantee that they won’t all use it all the time.
🟣So, my next question is do you know the answer to that question?
Maybe you do and maybe you don’t.
🟣Do you expect them to use their headline rate all the time?
🟣Whatever your answers are, what is the point of a headline rate if it’s not being consistently used?
Now that’s a great question, though I say it myself.
🟣Since I imagine your headline rates have been calculated to cover costs and make a certain profit, if fee-earners are not using it all the time, what is the impact on the business?
💥Yep – a loss of revenue.
Fill in the answer.
🟣Is it sustainable?
🟣How long for?
So many questions.
🟣The next biggie is why do your fee-earners not use their headline rate?
💥Because they do not believe they are worth it.
💥Because they are not comfortable with the rate.
💥Because they think thoughts like: I wouldn’t want to pay that.
🟣So, what is the solution?
You have to help your fee-earners understand why their headline rate is what it is by explaining it.
Even if you do that, it won’t be enough, because you need to tackle their inner thoughts and feelings.
And with all due respect, you probably don’t know how to do that.
Which is where I come in.
✅I help law firms (and other service-based businesses) to get paid their true worth consistently and unapologetically while keeping their clients happy, by uncovering and eliminating those behaviours which cause a financial loss.
If you want to know more, just get in touch.
I’m Vanessa Ugatti, author of Amazon Best Seller, True Worth: How to Charge What You’re Worth and Get It. I help accountants, lawyers and consultants to generate more income, have more time and create more freedom without having to get more clients, do more work or compromise value or values.
Ready to talk?
For an initial no-obligation chat, call 00-44-1202-743961 or to order your complimentary copy of Amazon Best Seller click here