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:
- Review and agree when to negotiate and agree fees.
- Give lawyers the tools to develop their confidence in negotiating fees.
- Help to increase recovery.
Timing
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:
- One hour taster session.
- Two hour session.
- Three hour workshop.
- Six hour workshop.
Training Agenda
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.
- Introductions & objectives.
- The need to improve recovery.
- Participant experiences.
- Internal support available.
- When is the right time to negotiate fees.
- Building value linked to needs and wants.
- Assumptions; the negotiators curse!
- Scope of work.
- Price considerations.
- Terms of business.
- How to introduce the fee discussion.
- Personalities in negotiation.
- Barriers to negotiation.
- Know the competition.
- Co-drivers in a negotiation.
- Using choice.
- Negotiating strategies.
- Tactical options.
- Personal actions
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.
Outcomes
The outcomes of this session are typically:
- Lawyers are reminded of best practice on when to discuss fees and on what to negotiate.
- Participnats gain a clear framework for everyday use.
- A more consistent approach in the practice area.
Participant Reviews
A truly inclusive, insightful, and empowering training
I recently attended the Working Effectively at Clifford Chance training session and found it to be an incredibly valuable and uplifting experience. One of the standout aspects was the smaller group size, which created a more inclusive environment. Everyone had the opportunity to feel seen, heard, and genuinely included in the discussions.
The session encouraged open dialogue, and participants were free to express their views and share personal experiences without hesitation. This openness was largely thanks to Martin, who facilitated the session with warmth, empathy, and professionalism. Martin fostered a safe and supportive space where people felt comfortable being honest and reflective, which made the session not only informative but also deeply engaging.
Overall, the training was a brilliant example of how thoughtful facilitation and a well-structured format can empower individuals to connect, learn, and grow together. Highly recommended!
Five-star training!
I attended Martin’s session on working effectively in the workplace and you can tell he genuinely cares about the people he is training- he was very interactive throughout, delivered super helpful takeaways (especially relevant in professional settings) and also extended candid advice on how to keep up with an incredibly fast-paced and often times challenging career environment. I highly, highly recommend Martin’s sessions if you have the opportunity to attend them, I am confident you will leave the room with more wisdom.
Bespoke Soft Skills Training for Shipboard Leadership
The Bespoke Soft Skills Training for Shipboard Leadership was very well received. Participants found the sessions engaging, practical, and highly beneficial, with appreciation expressed for the instructor’s time, travel, and expertise.
The interactive discussions and exercises were effective in applying leadership and communication concepts to real shipboard situations. Several attendees noted they could use the material to address challenges with difficult crew members.
Overall, this training was viewed as excellent, relevant, and valuable in enhancing leadership effectiveness and promoting stronger communication across the fleet.
Presenting with Impact Virtually
I recently attended the “Presenting with Impact Virtually” training workshop led by Martin Chapman, and it was a thoroughly engaging and practical experience. Martin’s delivery was professional yet friendly, making the virtual format feel interactive and enjoyable. The session was well-structured, with clear slides and practical examples. I highly recommend his training services for anyone looking to improve their presentation skills in a virtual setting.
Comprehensive and Engaging Training
I recently attended Martin’s ‘Working Effectively’ and ‘Professional Business Communication’ online training sessions and both were excellent. Martin is very engaging and ensures that participants all contribute to discussion. The sessions were very useful, drawing on real anecdotes and scenarios relevant to our level of work. I found both training sessions impactful and will carry the lessons learned into my work. Thanks Martin!
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 and discussion on the ideas presented and 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.
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