03.09 - Scoping Topics: What does a migration cost?

03.09 - Scoping Topics: What does a migration cost?

Within certain guidelines, can set your own pricing on the migrations you do, however the following guidance should help.

Most firms are wiling to spend the greater of:
  1. $4,000-$6,000 (this is a fair price for a solo practitioner)
  2. $750-$1,500 per employee of the firm
  3. Costs equal to approximately 10-14 months of charges of their old system.
  4. Costs equal to the same amount they paid to migrate into their old system.
Most firms are not willing to spend more than:
  1. $22,000
Some firms are willing to spend more/less than others:
  1. Family Law attorneys are more price sensitive.
  2. Personal Injury attorneys are less price sensitive.
It is generally a good idea to provide a price range instead of an absolute number.  The following price ranges tend to work well for firms:
  1. $4,000-$6,000
  2. $6,000-$8,000
  3. $8,000-$12,000
  4. $13,000-$15,000
  5. $16,000-$18,000
  6. $18,000-$22,000

What is the cost based on?

When the firm asks what your price is based on, the correct answer is "The amount of work I expect it to take to do an amazing job on your project".
Never, ever, ever share a pricing formula or equation.  If you do:
  1. The sales rep will find someone else who uses a lower formula
  2. The firm will look for ways to "optimize" your formula so that they pay less which generally involves you doing more work.

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