Legal Marketing

Episode 15: Keith Maziarek on Pricing Legal Services

In Episode 15 of Technically Legal, we sit down with Keith Maziarek, Director of Pricing and Legal Project Management for the Chicago law firm Katten Muchin Rosenman. Keith discusses the evolution of his marketing and business development roles for two of America’s largest law firms into pricing and project management positions.

Keith explains that law firms are adding pricing positions because of economic pressures and client demands. Clients are demanding changes in the way they are billed (AFAs or “alternative fee arrangements”) and also demanding that law firms become more efficient.

Keith also explains how project management and pricing legal services go hand in hand because to properly forecast the cost of a legal project, a thorough understanding of how the work will be done and what resources are needed is necessary.

Keith notes that fixed fees are not the only type of AFA out there. He discusses fee collars and success based legal fees. Keith explains how pricing fits into law firm marketing efforts and why sometimes it is best not to bid on work at all if it is not a good fit for the law firm.

You can contact Keith here: keith.maziarek@kattenlaw.com

Legal Founder Segment: 

In our Legal Founder Segment we talk to Kevin Miller, the CEO of Legal Sifter, an app that uses artificial intelligence to help people negotiate contracts with speed and providing advice from company leaders and lawyers in seconds.

You can check them out on Twitter at @legalsifter.

Things We Talk About in This Episode

American Bar Association

Kellogg School of Management at Northwestern University

Keith’s Article on Law Firm Pricing Techniques

Alternative Fee Arrangements (AFAs)

Fee Collars

Carnegie Mellon Artificial Intelligence Department

Episode Credits

Editing and Production: Grant Blackstock

Theme Music: Home Base (Instrumental Version) by TA2MI

Background photo above Christine and Hagen Graf

 

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Episode 14: Barry Solomon on Legal Marketing and Technology

Marketing. Not always front and center for lawyers and law firms–but it should be.

In Episode 14 we discuss legal marketing with Barry Solomon, lawyer, former BigLaw CMO (Chief Marketing Officer) and current President of Foundation Software Group. Foundation develops law firm experience management software providing a foundation for other knowledge management applications that need to know what the law firm has done, who did it, who it was done for and who all was involved.

Barry distinguishes legal marketing from business development and explains how the two should work together. Barry says the key to good business development is to really listen to clients about their needs.

Barry also discusses the benefits of using of technology to gather data and track marketing metrics. He points out that much of the data helpful to improve marketing efforts is often found in software law firms already use (such as billing and timekeeping software, matter management software and the like).

Barry’s tip for law firms wanting to get serious about marketing but still testing the waters is to have two programs in place: 1) a program to gather client feedback; and 2) a program in place to train lawyers how to develop business.

You can contact Barry at barry@foundationsg.com and learn more about Foundation at foundationsg.com.

 

Legal Founder Segment: Daniel Goldstein of Trust & Will

In Episode 14 we also talk with Daniel Goldstein, the Founder of Trust & Will, an online tool to create, edit, store, and share a trust and will. To create a will on the site, users need only answer a few questions and decide what type of estate planning documents are best for them.

Daniel can be contacted at daniel@trustandwill.com.

 

Things We Talk About in This Episode

Interface Software

NITA – National Institute for Trial Advocacy

 

Episode Credits

Editing and Production: Grant Blackstock

Theme Music: Home Base (Instrumental Version) by TA2MI

 

 

 

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