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Fear Can Make Lawyers Undervalue Their Work

Law360, Chicago (May 16, 2018, 5:30 PM EDT) -- A mindset rooted in fear is causing many attorneys to improperly price the work they do for clients and undervalue themselves, according to a Wednesday presentation at the LMA P3 conference in Chicago.

Many attorneys equate being busy with being successful and consequently avoid a lull at all costs, even if it means offering clients services at a lower rate than they’re truly worth, said Pier D’Angelo, chief pricing and practice officer at Australia-based Allens.

“[The fear of not being busy] drives a reluctance to fight...
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