Beyond the Billable Hour: Profitable Pricing in the AI Era
Date: Apr 30, 2025 9:00 a.m. – 12:00 p.m.
Location: Online
Member Price: $159.00
Non-Member Price: $199.00
Section Price: $0.00
Areas of Law: Law Office Management
Earn up to 3.3 credits! (More Information)
Keynote
Moderator
Presenters
- Gwen Griggs, Esq.
- Co-Founder, ADVOS Legal, PLLC
- Whitney Harper
- Co-Founder, ADVOS Legal, PLLC
The billable hour has long been the standard for law firm profitability. But in today’s rapidly evolving legal landscape, it’s also holding firms back. Artificial intelligence is making lawyers faster, yet many still struggle to increase revenue.
In this dynamic and interactive workshop, Whitney Harper and Gwen Griggs, attorneys with vast experience in innovative billing, will guide you through proven pricing strategies that increase profitability without increasing workload. You'll learn how to implement deliverables-based pricing, using subscription models, project models, and phased models that align with client expectations, AI-driven efficiency, and long-term firm growth.
Through real-world case studies, hands-on exercises, and live coaching, you’ll walk away with a concrete plan to move beyond hourly billing and future-proof your firm’s profitability.
Who should attend? Lawyers and law firm owners who want to make more money, create predictable revenue, and build a more sustainable practice.
Ready to price for profit? Join us for this game-changing seminar!
Key Learning Objectives
By the end of this workshop, participants will be able to:
- Identify the financial limitations of hourly billing and how AI accelerates the problem.
- Implement alternative pricing models that align with client expectations and firm profitability.
- Develop a custom pricing strategy using deliverables-based pricing, in subscription models, project models and phased models.
- Understand how AI impacts legal service pricing and how to leverage it for increased margins.
- Confidently communicate pricing changes to clients and overcome objections.
- Create a step-by-step transition plan for moving away from hourly billing.
Program Agenda:
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Part 1: The Problem with Hourly Billing
- Why hourly billing limits profitability and growth
- The lawyer’s dilemma: Efficiency vs. revenue
- AI’s impact: Making lawyers faster but not richer
- Real-world examples: How hourly billing is failing firms today
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Part 2: Smarter Pricing Strategies
- The Problem with Flat Fees and Fixed Pricing:
- Lawyers underpricing themselves and taking on risk
- The challenge of project creep and endless re-scoping
- When fixed fees work—and when they don’t
- Deliverables-Based Pricing: The Solution
- Defining clear deliverables instead of selling time
- How this model keeps pricing transparent while allowing flexibility
- Giving clients control over scope—without putting profitability at risk
- Subscription, Project and Phased Models
- Building predictable revenue through recurring services
- Project and phased models that allow flexibility and control for more defined scopes
- Pricing based on client outcomes, not time
- Pricing in a world with AI: How automation changes pricing strategy
- Interactive Exercise: Identifying a service you could reprice
- The Problem with Flat Fees and Fixed Pricing:
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Break
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Part 3: Building a Profitable Pricing Model
- The PROmance framework for profitable pricing
- Pricing psychology: What clients really care about
- How to introduce non-hourly pricing to new and existing clients
- Case studies: Firms successfully moving beyond hourly billing
- Interactive Exercise: Drafting a pricing plan for a real service
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Part 4: Implementation and Overcoming Objections
- Handling client resistance and pricing conversations
- The role of AI: Using automation to increase margins, not cut them
- Building a transition plan: Step-by-step guide to moving away from hourly billing
- Q&A and live coaching for participant pricing challenges
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Digital Materials & Environmental Commitment: As part of our commitment to environmental sustainability, unless otherwise noted, all seminar materials are provided as digital downloads. You can access these materials through:
- The “My Links” section at the top of our website for in-person or online events
- Or, for online programs, the event access link included in your joining instructions
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Read our Scholarship & Financial Assistance Policy and submit an Application here: https://njsba.com/njicle/cle-programs/scholarship/