Sometimes a practice management company may have their own migration specialists who are willing to restore some of the firm's data at no cost.  The firm is interested in hiring you to "only" restore some of the data (often times, "just" documents.)

On its face, this might sound like less work, but it is important to re-frame this request so that it communicates what would actually be happening.

1. The practice management company must fully complete their side of the migration before you can get started.
   
2. You have to match all the documents you will move to matters the practice management company has moved.
   
3. If the practice management company has any errors or certain matters didn't move, you will not be able to move any documents for those matters.
   
4. You will likely have to do multiple rounds of migration because the practice management company won't have things exactly right the first time.
   

1. You're an expect and you know what you're doing.
   
2. It will be easier for the firm because if they have an issue, they'll only have one throat to choke.
3. You only charge for the document migration.  Just like the practice management company, you will do the data migration part for free as it only takes you about an hour.
   
4. You charge $2000 more if you're having to match all the document work you are doing to all the work someone else has already done.
   
5. If the data migrator makes a mistake or doesn't import a matter, it will take additional time to do second or third document migrations.
   

If you have been introduced to a prospect by a sales representative from a practice management company, it is a good idea to connect with them prior to meeting with the client and let them know why "only" moving documents is more complex and expensive.  This why the sales rep will be prepared and understanding when you have the meeting with the client.