The Business Case for Not Telling Clients What Things Cost

In this episode, we discuss why law firms remain so reluctant to tell clients what legal work actually costs. Joining us is Alistair Fenwick, Global Head of Pricing Integrity at Pemberton Rook, following the accidental circulation of a confidential rate card labelled “What We'll Accept If They Ask Twice.” We examine what that document reveals about list prices, discounts and the increasingly fragile distinction between a fee and an opening position.

We also explore why “It depends” survives even when everyone knows the answer, what happens when procurement asks for a clear scope and a reliable estimate, and whether pricing transparency is compatible with the partnership model. Alistair assures us the aim is not to keep clients in the dark, before explaining that the cost of appearing on the podcast will be confirmed after a preliminary scoping exercise.

Guest: Alistair Fenwick, Global Head of Pricing Integrity, Pemberton Rook