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Academic PROGRAMME

PRICING AND BILLING MODELS IN TURBULENT TIMES: HOW TO STRUCTURE AND NEGOTIATE FEES

Organised by the Skills, Career, Innovation, Leadership and Learning (SCILL) Commission

 

Session #18

 

Date & Time

Location

Friday 06 September

 10:15-11:30 CEST

Hotel Riu Plaza España

Description

Pricing and billing is at the heart of every lawyer’s business. The growth and success of a firm depends upon it. It is a crucial topic, but one which is rarely discussed. Have you thought about how your clients are billed and how you price your work? Why you do things in that way? Are there alternatives? Whether your clients are content or would prefer, or need, a different fee structure? Is it all about the hourly rate? How might these decisions impact your firm’s business model? Might this influence your decision about which firm to work for? Together with our speakers we shall explore these issues and challenge our often traditional approach and ask if there are better ways that may benefit clients and lawyers alike.”

Speakers & Moderators

Lisette Dupré

Stewarts Law, uk

CHENG CHEN

Shanghai Hui Ye Law Firm, CHINA

Cheng Chen graduated from the University of Fribourg (BLaw & MLaw) in Switzerland and has a lawyer license issued by the Chinese State. After more than 10 years living and working in Switzerland, he has a good knowledge of Europe, especially when it comes to Western culture, values and ways of thinking. Proficient in Chinese, German and English, he has practicing experience of nearly 20 years, during which he provided legal services in corporate law, mergers and acquisitions, litigation and arbitration for numerous European companies. He has assisted many Chinese state-owned and private companies in their investments and acquisitions in Europe. Cheng Chen regularly represents Western and Chinese clients in major JV and JV-Exit projects in connection with investment in or divestment from China. Based on his experience and expertise, he has been appointed as Arbitrator at Dalian International Arbitration Center in China.

Stephanie Lee

Travers Smith, UK

She is an experienced commercial litigator, acting for domestic and international clients across a broad range of contentious matters.

Stephanie has particular expertise in the financial services sector, both in litigation and contentious regulatory investigations, and in matters involving allegations of fraud. She also has a breadth of experience, having acted variously on post-M&A, insolvency, environmental, intellectual property and defamation disputes. Her cases frequently have a multi-jurisdictional element to them.

Throughout her career, Stephanie has played a significant role in Travers Smith’s pro bono practice, including acting for survivors of domestic abuse and human trafficking.  Stephanie also acts as Co-head of Graduate Recruitment at Travers Smith, responsible for identifying and recruiting our next generation of lawyers.

ORI WIENER

PSFI, GERMANY

Ori is one of the leading international authorities in the areas of strategic business development as well as pricing, fee negotiation and profitability improvement. Ori regularly delivers international development programmes and has worked with senior and mid-level executives from over 75 professional firms including investment banking, asset management, accounting, consulting and law firms.

Ricardo cuesta

Actividades de Construcción y Servicios, S.A., SPAIN

Session Coordinators

Lisette Dupré

Stewarts Law, uk