Alternative Billing & Pricing Strategy
Wycane works with Partners to analyse matter economics, identify services suited to alternative billing, and design fixed-fee, phased, or value-based pricing models.
We embed pricing governance and support client conversations, enabling firms to protect margins as AI and efficiency change delivery economics.
Law Firm Use Case
Improving revenue and profitability through alternative billing models
Client Overview
A medium-sized law firm is experiencing increasing client demand and matter volumes, but partners are concerned that revenue and profitability were not keeping pace. While the firm had invested in technology and efficiency improvements, there was growing recognition that traditional pricing models were limiting commercial outcomes.
Challenge
The firm recognised that the impact of AI and increased efficiency had changed the economics of legal service delivery. Key challenges included:
Increased matter volumes without a corresponding uplift in revenue or profit.
Competitors undercutting the firm on time and cost, placing pressure on traditional hourly billing.
Continued reliance on six-minute increments, despite reduced time spent on certain tasks through technology and automation.
Lack of clarity on how to transition to value-based pricing without increasing risk or disrupting client relationships.
Limited experience in designing and applying alternative billing models that reflected value rather than effort.
Partners understood that they needed to either bring in more work or charge differently - but were unsure how to do so in a structured and defensible way.
Our Approach
Wycane will work with the firm to rethink pricing and commercial models in light of AI-enabled efficiency. Our approach includes:
Analysing matter data, service mix, and cost drivers to understand true delivery economics.
Identifying services and matter types suited to value-based pricing and alternative billing models.
Designing practical alternative fee arrangements, including fixed fees, phased pricing, and outcome-based models.
Embedding pricing governance and approval processes to manage risk and consistency.
Supporting Partners with pricing frameworks, tools, and guidance for client conversations.
The approach focuses on preserving Partner confidence, maintaining client trust, and ensuring pricing reflected value delivered rather than time recorded.
Expected Outcome
Wycane helps the firm move from time-based pricing to more commercially sustainable models. The firm receives:
A clear framework for applying alternative billing models across suitable services.
Practical tools and guidance to support value-based pricing discussions with clients.
Improved alignment between service value, pricing, and delivery efficiency.
Probable Impact
The firm should now benefit from:
Improved revenue and margin outcomes without increasing workload intensity.
Reduced exposure to fee pressure from faster delivery enabled by AI and legal technology.
Greater confidence in competing on value, not just price or time.
A more resilient pricing model that supports growth, profitability, and long-term competitiveness.
Is Your Pricing Strategy Ready for AI-Driven Efficiency?
Frameworks, tools, and guidance to support alternative and value-based billing.
