Lauer & Associates
Leading Lawyers to Higher-Value Legal Service

My published explorations of

Value-Related Issues

What do law firms sell? What do clients buy?

The discrepancy in perspective between client companies and the law firms that serve them comes into stark relief when one reviews most law firms' bills. Whereas clients retain outside counsel to solve problems or to achieve specific, articulated results, law firms bill those clients for the time that the outside lawyers spend on each matter, whether efficiently or not. The clients want "results" but pay for time.