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Listen "Price, Pitch, Profit: Making Deliverables-Based Pricing Work"
Episode Synopsis
Episode Summary:
In this episode, Gwen Griggs and Whitney Harper dive into the concept of deliverables-based pricing and why moving away from the billable hour can transform a law practice. They share their journey of trial and error with flat fees and how they developed a dynamic, client-focused pricing model that prioritizes value over time spent.
What You Will Learn in This Episode:
The pitfalls of flat fee and hourly billing models.
How deliverables-based pricing gives clients clarity and control.
Strategies to break down projects into components and assign value effectively.
How this pricing model fosters trust, client loyalty, and long-term relationships.
Practical first steps law firm owners can take to implement deliverables-based pricing.
Key Timestamps:
00:00 – Introduction: The problem with billable hours
02:30 – What deliverables-based pricing is (and isn’t)
05:00 – Challenges with flat fee pricing
08:50 – How clients perceive value vs. hours billed
12:00 – Breaking projects into components and “points”
15:20 – Building trust through client-focused conversations
20:00 – Practical tip: Trying deliverables-based pricing in one project
22:45 – Closing thoughts: Creating a practice that loves you back
About the Show:
Off the Clock is the podcast for lawyers and law firm owners ready to break free from the billable hour and design a profitable, joyful, client-loving practice that loves you back. Hosted by Gwen Griggs and Whitney Harper, co-founders of ADVOS Pro, each episode delivers strategies, stories, and bold steps to help you stop surviving and start thriving—on your own terms.
In this episode, Gwen Griggs and Whitney Harper dive into the concept of deliverables-based pricing and why moving away from the billable hour can transform a law practice. They share their journey of trial and error with flat fees and how they developed a dynamic, client-focused pricing model that prioritizes value over time spent.
What You Will Learn in This Episode:
The pitfalls of flat fee and hourly billing models.
How deliverables-based pricing gives clients clarity and control.
Strategies to break down projects into components and assign value effectively.
How this pricing model fosters trust, client loyalty, and long-term relationships.
Practical first steps law firm owners can take to implement deliverables-based pricing.
Key Timestamps:
00:00 – Introduction: The problem with billable hours
02:30 – What deliverables-based pricing is (and isn’t)
05:00 – Challenges with flat fee pricing
08:50 – How clients perceive value vs. hours billed
12:00 – Breaking projects into components and “points”
15:20 – Building trust through client-focused conversations
20:00 – Practical tip: Trying deliverables-based pricing in one project
22:45 – Closing thoughts: Creating a practice that loves you back
About the Show:
Off the Clock is the podcast for lawyers and law firm owners ready to break free from the billable hour and design a profitable, joyful, client-loving practice that loves you back. Hosted by Gwen Griggs and Whitney Harper, co-founders of ADVOS Pro, each episode delivers strategies, stories, and bold steps to help you stop surviving and start thriving—on your own terms.
More episodes of the podcast Off the Clock
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26/09/2025
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