We have been holding a very interesting discussion the past few Fridays at Happy Hour.  One of the great benefits of our Happy Hour is learning how the Collaborative Process is done a little differently in other communities.  Recently we heard from our colleagues in Kansas City about the fact that they, as a Practice Group, have agreed to certain protocols that include a thirty-minute free consultation about divorce processes to anyone who contacts them.  They also agree to hold a one-hour professional debrief at the start of the matter and a one-hour six-way team meeting with the clients to handle administrative matters including setting a schedule of future meetings.  Both meetings are done at no charge.

This has led to an extended discussion about giving away time.  As some of the participants, especially our attorney colleagues, have suggested, all we have to sell is our time.  Since our time is our only commodity, we shouldn’t be giving it away.  Others of us have suggested that we should not look at this in such a stark way.  Some believe we are selling a Process, not much different than selling a product.  Clients have bought into using this Process and we should look at our billing as the reasonable cost for the Process.  Our services should be billed based on the benefit we provide to the clients and the Process.  We should be using judgement in deciding what to bill and what not to bill.  

I believe we should put ourselves in the client’s shoes.  Look at your bill as though you are the client.  Were the services provided worth what I am being billed?  While I recognize that most clients will think they are paying too much, we should be comfortable with our own perception of the value of our services.

Don’t just look at this line of work as a source of billable hours.  Bill for your work based on its value to the clients.  After all, they hire us to help them achieve their goals.