Discounted legal fees

Part of the problem is that clients often do not understand what the fair market value of the work being performed is.

Only give discounts to clients who are willing to make concessions and do their part.

If solo practitioners want to stay in business, they must be able to separate the moochers from the genuinely needy.

When the potential client asks this question first, before discussing anything else, you can assume a few things.

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Columnist Gaston Kroub shares a handy rule of thumb for evaluating whether your marketing efforts are promising and likely to result in new work for your firm.

Conventional wisdom counsels against discounting, but what is the case in favor -- and how can you possibly avoid the issue altogether?