Foreword to the First Edition xvii
Introduction to the Second Edition xix
Chapter 1 Introducing Our Framework 1
Chapter 2 The Rise of the New Normal v2.0 7
Chapter 3 Law Firm Economics 101: How Law Firms Make Money 15
Step One: Set the Price 29
Chapter 4 Pricing and the Question of Value 31
Chapter 5 Getting Started 53
Chapter 6 Demystifying AFAs 65 Speaking the Same Language: A Question of Terminology 66
Chapter 7 The Power of Pragmatic Analysis 95 Albert Einstein and ¿Insanity¿ 96
Chapter 8 There and Back Again 115 Remaining Vague about Value 116
Chapter 9 The Two Ps: Part 1 133 Pitching to Win 134
Chapter 10 The Two Ps:
Part 2 149
Chapter 11 Preparing for Your Negotiation 171
Chapter 12 Conducting Your Negotiation 185
Step Three: Manage to Price 209
Chapter 13 The Rise of Legal Project Management 211
Chapter 14 Thinking Big, Starting Small 225
Chapter 15 Getting It Right from the Start 237
Chapter 16 Bringing It All Together 261
Chapter 17 Maintaining the Momentum: During the Matter 285 Becoming the ¿Two Hatted¿ Lawyer 286
Chapter 18 Making the Right Lasting Impression 307
Chapter 19 All Feedback Is Good Feedback: Getting Even Better 317
Chapter 20 Metrics That Matter 331
Chapter 21 The Chicken and the Egg 343
Chapter 22 The Role of Technology and the Rise of Big Data 357
Chapter 23 Pricing Legal Technology: A Beginner's Guide 367
Chapter 24 The Corporate Mentality: The Changing Nature of Practice Management and the Business of Law 379
Chapter 25 Closing Reflections 401
Selected Bibliography 403
Useful Resources 407
Acknowledgments 417
Index 419
