General Practice, Solo & Small Firm DivisionSolo Newsletter

Solo, Vol. 5, No2.
Winter 1998
© American Bar Association. All rights reserved.

Money Talks: How to Discuss Your Fee

BY PAUL MCLAUGHLIN

Changing strategies

You can't expect instantaneous changes in the way you discuss fees with clients. You will go through 4 stages:

  • the decision to change ("I will have a full discussion about fees with every new client")
  • the clumsy stage ("This feels very awkward, but I will persist")
  • the conscious stage ("I'm getting better at this, but I still have to think about it")
  • the unconscious, or habitual, stage ("Did I discuss fees? Of course. I always do!")

To move from one stage to the next, you need to practice. The more you practice, the more confidence you feel when exercising the skill, until it is seamlessly integrated into your normal behavior.

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