1. How to Get Paid a Fair Price for What You Do with Jan Copley Atticus, Inc. Presents

2. Are You Your Own Worst Enemy? The discounting reflex The fear factor Giving work away The cash flow crunch Default to hourly billing 2

3. Be Deliberate About Your Pricing How much do you want to make this year? How much does it cost to operate your firm? How much do you want to take home? Set your goals Enlist your team 3

4. Client Selection A, B, C, D clients Don’t let the wrong prices bring you the wrong clients 4

5. Case Selection Will make you money? Is the case worth it? Sleep at night factor 5

6. Keep the Pipeline Full Focus bringing the work in Never, ever, ever stop marketing 6

7. Be Assertive About Collecting Set client expectations When you expect to be paid How you expect to be paid Don’t take on a case without a retention Evergreen retainers Bill when the work is done 7

8. Rules of Engagement  Replace the discounting reflex with a little arrogance  Understand the value you offer to your customers  Price to increase profits R. Holden and M. Burton, Pricing with Confidence (Wiley 2008) 8

9. Rules of Engagement (con’t)  Present what you provide to give you pricing flexibility  Build your selling backbone  Remember who you are R. Holden and M. Burton, Pricing with Confidence (Wiley 2008) 9

10. More information: Jan Copley jan@copleycoaching.com jan@copleycoaching.com 626.696.3145 ~or~ ElderLawAnswers support@elderlawanswers.com Call us toll free: 866.267.0947