With legal fees coming under increasing scrutiny, all law firms, whether they charge by the hour or operate alternative fee arrangements (AFAs) will need to negotiate fees; be it a discount to an hourly rate or a year-long fixed retainer.

Budgeting and negotiating skills will be needed by all fee earners with responsibility for agreeing any fees or discounts. The more a firm uses AFAs, the more important budgeting and negotiating becomes.

Budgeting and Negotiating Fees with Clients: A Lawyer's Guide is a must-have handbook for individual lawyers, firm leaders and directors of support services who are looking to tackle these challenges head on at both an operational and a strategic level. It provides:

- Clear analysis of the increasing importance of budgeting and negotiating fees for all firms whether they
have adopted AFAs or rely on hourly rates;
- A step-by-step guide for improving individual behaviour and firm-wide processes; and
- Practical tools for generating consistently profitable fee structures.