The firm's pricing team delivered a 5.2% increase in revenue per litigator following adoption of new strategy
February 01, 2018 at 04:34 AM
1 minute read
The original version of this story was published on Americanlawyer/americanlawyer
What’s worse? Losing a great client over money? Or losing money over a great client?
Scott Green, the global chief operating and financial officer at 2,600-lawyer Hogan Lovells, said the firm addressed that conundrum with a client about two years ago, after it hired pricing expert Terry Williams, a former associate general counsel and deputy director of legal strategies at American International Group.
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