Most law firm owners who leave the billable hour land on flat fees, and then discover flat fees have their own problem: you carry all the scope risk, and one bad estimate wipes out the margin on ten good ones.
Whitney Harper and Gwen Griggs went a different direction. More than a decade ago they stopped billing by the hour at ADVOS Legal and built a pricing model around points: a system that measures what the client actually values rather than the time it took to deliver it. In this Hot Seat conversation, Darren Wurz, CFP®, founder of The Lawyer Millionaire®, puts them on the spot about how it works, what it did to their client relationships and collections, and what a solo or small firm owner would need to change to try it.
In this conversation:
Why hourly billing and flat fees both price the wrong thing
How pricing with points works, and how a client sees it
What changed in client relationships and collections after the switch
The operating model that has to sit underneath an alternative pricing structure
Where to start if you run a solo or small firm and want off the clock
Whitney Harper and Gwen Griggs are the co-founders of ADVOS Legal and ADVOS Pro, a training, coaching, and licensing program for lawyers who want to practice outside the traditional billing model.
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Hosted by Darren Wurz, CFP®, founder of The Lawyer Millionaire and financial planner and business advisor for law firm owners. Investment advisory services offered through Wurz Financial Services, LLC. This content is for educational purposes only and is not individualized financial, tax, or legal advice. Guests’ views are their own.
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