Paine: Associates, we are getting client pushback on our bills. Here’s a sample billing entry that a client rejected.

[13.5 hrs – doc review]

Paine: It’s not enough to bill lots of hours. You have to make clients feel they are getting their money’s worth or they won’t pay. The perception of value is more important than actual value. You must craft each billing entry as if it were a coveted menu item at a Michelin star restaurant. No client would pay top dollar for something mundane like “bread & butter”. But what if you say “crispy oven-roasted brioche & golden hand-churned farmstead butter”? Clients would gladly open their wallets!