It happens to every lawyer—although hopefully not too often. You propose or quote a fee to a client or prospective client and are greeted with a response such as “I can’t afford it” or “How can you have the nerve to charge that?” When that happens, don’t get angry, or defensive, or cry. It’s all part of a game. And here is how you play it.
Originally published March 29, 2011Sign up for our free newsletter.