It has been a full six months since the last CommBank Legal Market Pulse (conducted by Beaton Research + Consulting) was published and from what I can tell from this latest publication, not very much has changed in that time.
While some members of the Australian legal publishing world have commented on the rising optimism (note this is “perception”, and this has gone from awful to not quite so awful), what grabbed my attention was a piece towards the end of the report (page 19) that states:
“Revenue is still predominantly derived from hourly rates. However, almost 20% of all firms revenue, irrespective of size, is now coming from fixed fees.”
I don’t have to hand data from 5 years ago that would allow me to do a comparison to see what this means in real terms, but given that IBISWorld puts the size of the Australian legal market at $23BN, that’s a lot of fixed fee generated revenue.
Somewhat surprisingly, there doesn’t appear to be a huge difference in the percentage of fixed fee revenue being derived at “top-tier” and “mid-tier” firms – with fixed fees accounting for 19.4% of revenue at top-tier firms and 19.2% among mid-tier firms.
The types of work for which fixed fees are being agreed/charged is also very similar – 88% for transactional matters at top-tier and 89% at mid-tier.
Notable, and surprisingly, is that top-tier firms would appear to be much more willing than mid-tier firms to offer fixed fees for litigation work – 50% to 33%.
But the test is always in the tasting (for wine lovers at least): so how good are Australian law firms at fixed fee pricing?
Well, not very if the data is to be believed. Asked for the margin on fixed fees relative to hourly rates, the responses were:
- higher: 13% top-tier / 15% mid-tier;
- lower: 0% top-tier (which seems a little hard to believe) / 56% mid-tier (which is probably being too honest)
- about the same: 75% top-tier / 19% mid-tier; and
- not sure: 13% top-tier / 11% mid-tier (which should be worrying some managing partners out there).
As well as finding out that Australian law firms are not very good at fixing fees, the report also tells us that over 67% of all law firm revenue still comes from standard hourly rates or discounted hourly rates. Here though, over 25% of revenue comes from “discounted” hourly rates – which begs the question: when do you start saying your discounted rates are your real rates?
Lastly, almost 3% of all law firm revenue now comes from retainer arrangements (2.6% for top-tier, 2.8% for mid-tier). Now that’s certainly something worth keeping an eye on!
great insight Richard. J JOHN CHISHOLM firstname.lastname@example.org http://www.chisconsult.com 0419763391 @ChisConsult
as always, you’re very kind John. All the best – rws_01