Shaun Jardine argues the billable hour is not just badly managed.
It is structurally wrong.
For Shaun Jardine, former law firm CEO and now a pricing consultant and author, the problem with professional services pricing runs deeper than transparency or discount discipline. The billable hour is the wrong model. Full stop.
“Most firms come up with a fixed price by doing what I call calculating hourly rates in drag,” he says.
“They think of a number, say three hours. The rate is 300 quid an hour. So they say 1,000 pounds plus VAT as a fixed fee.”
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