Law Office Management
Jul. 31, 2025
How to keep the case: When clients walk away over litigation estimates
When clients flinch at litigation costs and chase cheaper options, how can attorneys keep the case without cutting corners? This article reveals strategic, ethical ways to reframe your value and counter lowball quotes, while staying aligned with clients' business goals.
George Brandon
President
Email: george@legalxcellence.com
George Brandon is president of LegalXcellence.com. He is a seasoned management, business development, marketing and IT professional with over 30 years of experience in the legal services industry, as well as an experienced business development attorney coach and marketing director with a proven track record of helping lawyers achieve their business development goals.
In today's litigation market, where clients are increasingly cost-sensitive and legal services face commoditization, one of the toughest challenges litigators face is not opposing counsel; it is the prospective client who walks away after hearing a realistic fee estimate.
Consider a typical example: a business owner with no prior litigation experience seeks representation. A mid-sized law firm presents a carefully calculated es...
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