MFN (Most favored nation pricing) — from problematic to impossible

During a recent webinar, a law firm partner rued the difficulty of assuring clients “our best rates,” especially when discounting is rampant. Within a large law firm, it is nigh unto impossible to know the different permutations of rate cutting – and then how do you handle amounts written off after discussions?

Even more fundamentally, since the quality of lawyers working on matters of various clients differs, and the consistency of the team, what does it assure a client if billing rates are as low as any comparable client is offered (See my post of Oct. 30, 2005 on other difficulties.)?

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