Stop Discounting Your Expertise - How Law Firms Can Charge Their True Worth

Introduction

This short webinar will explore the behavioural dynamics that influence fee discussions in professional services, with a particular focus on the legal profession.

Keynote speaker, Vanessa Ugatti, will provide insight into what may be the greatest threat to profitability in 2026. Contrary to popular belief, the issue is not external. It is internal.

Many professionals responsible for discussing fees lack the confidence to lead those conversations effectively. The fear of losing work or disappointing a client often goes unaddressed. As a result, fee discussions frequently begin on uncertain ground, setting the tone for scope creep, unnecessary discounting and over-servicing.

In practice, hundreds - and sometimes thousands - of pounds can be won or lost in a single conversation with a prospective client. The outcome often depends on the confidence and capability of the individual leading that discussion.

When professionals lack the tools to manage these conversations well, they often attempt to compensate by working harder, writing off time or absorbing additional work without charge. Over time, this can place increasing pressure on both individuals and firms.

This webinar offers an opportunity to step back, reflect and approach fee conversations differently. It will be particularly relevant to lawyers at all levels who engage in discussions with prospective or existing clients about fees, scope and value. Partners, practice leaders and decision-makers responsible for firm profitability will also benefit from viewing this webinar.

What You Will Learn

This webinar will cover the following:

• What charging your true worth actually means in a legal services context and how it differs from simply increasing prices
• Why many lawyers struggle to charge appropriately for their expertise, even when clients clearly value the work they provide
• The psychological and behavioural barriers that influence fee conversations, including fear of rejection, client expectations and professional habit
• How fear quietly undermines profitability, leading to unnecessary discounting, scope creep, and over-servicing
• The difference between price and value and how clients make decisions when choosing legal advisers
• Practical ways to demonstrate value to prospective clients without giving away advice or work for free
• Whether the billable hour still serves modern legal practice and how firms can think more strategically about pricing models, including fixed fees and alternative approaches
• The principles behind the True Worth Methodology and how it helps professionals approach fee conversations with clarity and confidence
• Practical steps law firms can take immediately to strengthen their approach to pricing, improve fee conversations and protect profitability

This pre-recorded webinar will be available to view from Friday 4th September 2026

Alternatively, you can gain access to this webinar and 2,300+ others via the MBL Webinar Subscription. Please email webinarsubscription@mblseminars.com for more details.