In this episode, Steve Fretzin and Whitney Harper discuss:

• Why so many law firms still use the billable hour. 
• Deliverables-based billing. 
• Getting clear about what your deliverables are. 
• Building the playbooks to increase your profitability. 

Key Takeaways:

• Most tech for lawyers are based on hourly billing, which makes it difficult for those wishing to switch without creating new software. 
• Hourly billing can make you adversarial to your clients, and adversarial to yourself and your mental health. 
• Understanding what you are looking for (more money, more time, etc.) then you can look at more ways to make yourself efficient in delivering those products. 
• If you have agreed on the price at the front end, you are less likely to have a collection issue. 

"When you bill by the hour, there's a kind of an upper limit on what you can reasonably say an hourly rate is. There's also an aspect of it, that's a mental health issue - as a lawyer, if I only can win by burning more of the midnight oil, there's a level of exhaustion, and you feel like you're playing the game that you can't win." —  Whitney Harper

Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling

Thank you to our Sponsors!

Overture: https://overture.law/

Moneypenny: https://www.moneypenny.com/us/

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Episode References: 

• The Taboo Surrounding Sales in Legal - https://www.fretzin.com/events
• The Go-Giver by Bob Burg - https://thegogiver.com/

About Whitney Harper: Whitney Harper is a seasoned practicing lawyer, and the co-founder of ADVOS Pro, a business that helps law firms break up with the billable hour method and begin measuring what matters - value, expertise, and results. Her practice, ADVOS legal, has leveraged the ADVOS Pro P3 Method and [A]OS platform for nearly a decade, building a successful, healthy, and highly profitable practice that delivers sophisticated, strategic legal counsel to clients who are raving fans.

Connect with Whitney Harper:  

Website: https://www.advospro.com/

Email: [email protected]

LinkedIn: https://www.linkedin.com/in/whitneycharper/

LinkedIn: https://www.linkedin.com/company/advos-pro/

Facebook: https://www.facebook.com/ADVOSPro

Instagram: https://www.instagram.com/whit_onthewater/

Instagram: https://www.instagram.com/advospro/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: [email protected]

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Show notes by Podcastologist Chelsea Taylor-Sturkie

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.