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)

Client Law Firm 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?