A fantastic story here from Hogan Lovells combining a business like approach to pricing with confidence in their service offering to the client.
This sort of approach takes courage but the outcome in this case looks fabulous.
The client brought “a lot of honour to the firm,” according to Green. But Hogan Lovells finally made it clear: “We cannot afford to work for you,” Green said. Eventually, with Williams’ help, the firm renegotiated its rate agreement with the client, preserving and strengthening the relationship. Green recalled: “We loved it so much that we were working for nothing. Then Terry came in and said, ‘This just isn’t fair to the firm.’