Reduce Price to Improve Revenues and Margins
CHOICE 1 OBJECTIVE: RETAIN CUSTOMERS
CHOICE 2 ISOLATE SEGMENTS: INDIVIDUAL CUSTOMER SEGMENT
CHOICE 3 COMPONENT: SET A PRICE CAP
| No. | SIC | Year | Notes |
| 1 | 4911 | 1995 | To keep their customers, Duke offers corporations flexible rates, and also markets hourly rates. |
| 2 | 8111 | 2009 | Clients have argued for a long time that billing for each hour worked can encourage law firms to prolong a client's problem rather than solve it. When not paid by the hour, lawyers’ approach to their work changes. Morrison and Foerster negotiated a fixed fee for defending a company in court, covering work up to the point of a motion for summary judgment. The company made money, and the client was pleased. |
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