Negotiating Fees
Negotiating fees training helps improve performance and recovery

Why are lawyers less enthusiastic when negotiating fees?

Our negotiating fees training is aimed at building confidence and increasing recovery.

Negotiating fees can be a challenge for lawyers mainly because they prefer to focus on the law. The case or matter itself interests them and they want to get stuck in. The commercial part of being a lawyer is necessary but not the reason why most lawyers become lawyers. So discussing fees, never mind negotiating them, is not where they want to spend their time.

The other key aspect is that some lawyers do not know precisely how and when to agree fees.

The challenge for the firm is that recovery is directly impacted by successful agreement of fees at the start of a matter and, sometimes more importantly, during the piece of work.

ITD's approach to helping lawyers when negotiating fees

Our approach to negotiating fees training gives lawyers a clear framework on when to agree fees, how to negotiate and what a successful approach looks like. And this is tailored to the needs of the individual lawyer and practice area. Fee structures for Commercial and Property practice areas can be very different to those for Clinical Negligence, and different again to Immigration lawyers, or Criminal.

So our training gives lawyers a set of tools to use straight away. Exactly how they apply them is part of the action planning part of the workshop, where we use our behavioural change tool to create a realistic plan.

Objectives of this negotiating fees training

The specific objectives for the negotiating fees workshop are tailored to the needs of the lawyers and the firm, but from experience will probably include:


Like all soft skills training for lawyers the challenge is to get them to participate for long enough. For that reason we tailor the timing of this session to give the following options:

Concepts used in our negotiating fees training

Drive negotiating training

The DRIVE methodology to negotiating fees

The DRIVE methodology gives a framework for how to plan, prepare and manage your negotiations.

time management training

The impact of personality on negotiating fees

The ITD personality model gives a simple framework on how to understand ourselves and others.


The precise agenda really depends on the objectives you have for the training. The following gives a menu of options to pick from. And there may also be other areas no mentioned below which you would like to add.

Pre workshop

Prior to the training it is very useful to talk with your finance people to establish goals for recovery and the kind of behavioural changes the firm would like to see.

It is also key to make a decision on whether the participants should be grouped by practice area. This is because there can be significant differences in negotiating between practice areas.

Follow up support

We send each participant an email summarising their actions for implementation.

We also offer one to one discussions, or coaching.


The outcomes of this session are typically:

Participant Reviews

How to manage workloads, delegate and work with supervisors.

Rated 5.0 out of 5
May 7, 2024

Very insightful and engaging – would recommend!


Excellent Training Sessions

Rated 5.0 out of 5
May 2, 2024

The training sessions hosted by Martin were nothing short of exceptional. The sessions promised to be engaging, interactive and informative – and they delivered on all fronts.


Helpful and enjoyable

Rated 5.0 out of 5
May 2, 2024

Very helpful and enjoyable session with practical scenarios


Martin knows how to keep the audience focused on his topic

Rated 5.0 out of 5
April 25, 2024

Martins not only knows his topics but also is a master of presentation; keeping us focused on the issue. Break-away rooms is an excellent technique Martins uses in very appropriate moments to stimulate exchange and productive discussions. Very clearly structured presentations. Five stars, for sure!

Yuriy Rudyuk

Excellent training on how to treat people with respect

Rated 5.0 out of 5
April 9, 2024

Martin Chapman is a highly accomplished trainer, one who is sensitive to his audience. The interactive trainings, like this one, are a pleasure to attend.

Reshad Forbes

Why use ITD for your negotiating fees training?

Tailored to your needs

Whilst we have a draft agenda we will work with you to ensure the session fits the needs of your firm.

Workshop discussion style

This is a workshop style with interaction to bounce around ideas and discussion on how they apply.

Work with your Finance team

To help with recovery we will work with your finance team and co-facilitate in the workshop if required.

Tailored to the practice group

We recognise that we need to adapt the content to reflect the negotiating differences in practice groups.

Client Case Studies

Osborne Clarke
Negotiation Skills for Lawyers
Negotiating fees
Negotiation Skills for Business Professionals
Kingsley Napley
Fee Negotiation Training for Lawyers
Fee Negotiation Training

Other training courses for lawyers

Start a conversation about negotiating fees training

Call us on +44 (0)800 804 8086

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