Billable hour 'no longer serves its purpose', says ex-CMO

What the book argues

Beyond Billable Hours: The Growth Accelerator for Lawyers by Barbara Koenen-Geerdink is published by Hawksmoor Publishing on 7 October 2026, in paperback at 29.99 pounds and 262 pages, and as an eBook. The release was issued on 18 September 2026. The author is a law firm growth strategist and former Chief Marketing Officer of one of the largest law firms in the Middle East. She is the founder of Beyond Billable Hours and co-founder of the BOOST community for legal business development and marketing professionals. The book's central argument, as set out by the author, is that billing by the hour no longer serves its purpose because of a disconnect between time and value. That claim is the author's, and it frames the rest of the book.

The book sets out five pricing models: hourly, fixed, capped, subscription and packaged services. The author argues that frequent write-offs and write-downs on matters suggest pricing is wrong, and that many general counsel say they would prefer to know the cost upfront. Those points are attributed to the author and to the research cited in the book. For readers who buy legal services, the practical question is not which model sounds best in theory but what a firm will commit to before work begins. The book's contribution, on its own terms, is to name the models and to argue that firms should choose deliberately rather than default to the hourly rate. The author writes that billing by the hour no longer serves its purpose, and the five models are presented as the alternatives a firm can consider.

AI and the efficiency trap

On AI, the author argues it can process information but cannot read a room or build trust. She argues that value-based pricing recognises speed does not reduce value when a lawyer's judgment drives the outcome. She also argues that a firm billing by the hour while investing in time-saving technology is competing against itself. Those are the author's arguments as stated in the book, and they sit at the centre of its case for moving away from time-based billing. The logic, as the author presents it, is that if a firm charges for time and then reduces the time a matter takes, it reduces its own revenue on that matter. The book does not dispute that AI can speed up parts of legal work. It disputes that speed should automatically lower the price when judgment is what the client is paying for.

For UK readers who buy legal services, this argument matters because it shapes how a firm might quote. If a firm prices by time, a faster process benefits the firm's margin only if the hours are not written off or discounted. If a firm prices by outcome or by a fixed scope, the client knows the cost before instructing. The author's position is that value-based pricing recognises speed does not reduce value when a lawyer's judgment drives the outcome. That is a claim about pricing philosophy, attributed to the author, not a statement of what every firm does. The book's AI section is therefore less about the technology itself and more about the billing model that sits underneath it. The author argues AI can process information but cannot read a room or build trust, and that distinction is used to support the case for pricing that reflects judgment rather than elapsed time.

Why law firm growth plans stall

The book cites research that only 18.6% of law firm leaders implement almost all of their plans. That figure is used to argue that strategy is not the main problem; execution is. The book proposes a North Star Framework: a defined value proposition and an ideal client profile built around problems solved. The framework is presented as a way to turn a growth plan into something a firm can actually implement. The 18.6% figure is cited in the book, and the framework is the author's proposed response to it. The book also cites research that more than 7 in 10 US law firms offer alternative fee arrangements but argues most do not capitalise on them. That is US research, and it is cited as such.

Twenty-four named contributors write sections of the book, from firms and organisations including Charles Russell Speechlys, Bennett Jones, Kinstellar, Khaitan & Co, Al Tamimi & Company, TLT Solicitors, World Law Group and the International Lawyers Network. Their sections sit alongside the author's argument. For a UK reader, the 18.6% figure is a prompt to ask a simpler question of any firm being instructed: what is the plan, and who is accountable for it. The book's answer, on its own terms, is the North Star Framework, which starts with a defined value proposition and an ideal client profile built around problems solved. The author's argument is that without that clarity, pricing changes and technology investments do not translate into growth. The 18.6% figure is cited in the book as evidence for that view.

What it means if you pay for legal services in the UK

For UK clients, the practical question raised by the book is whether to ask for a fixed fee or to accept an hourly rate. The book sets out five pricing models: hourly, fixed, capped, subscription and packaged services. A fixed fee gives a known cost for a defined scope. A capped fee sets a ceiling. A subscription covers a volume of work over a period. A packaged service bundles a defined task. An hourly rate bills for time, which means the final cost depends on how long the matter takes. The author argues that many general counsel say they would prefer to know the cost upfront, and that frequent write-offs and write-downs suggest pricing is wrong. Those are the author's arguments, attributed to the book. They are not a recommendation for any particular client or matter.

UK context matters here. The Solicitors Regulation Authority's Transparency Rules require firms to publish price information for certain services such as conveyancing and probate, so clients can compare costs before instructing a firm. That means for those services, a client can see published prices and ask questions before committing. For other matters, a client can still ask for a quote upfront and ask what is included, what is excluded, and what happens if the scope changes. The book's five models give a vocabulary for that conversation. The 7 in 10 figure on alternative fee arrangements is US research, so it should not be read as a description of the UK market. The UK-specific point is the SRA Transparency Rules, which apply to certain services and give clients a published starting point for comparison. The author's argument is that pricing should reflect value rather than time; the client-side action, on the facts available, is to ask for the cost upfront and to compare what is published.

Publication details

Beyond Billable Hours: The Growth Accelerator for Lawyers by Barbara Koenen-Geerdink is published by Hawksmoor Publishing on 7 October 2026, in paperback at 29.99 pounds and 262 pages, and as an eBook. ISBN 9781914066863. The release was issued on 18 September 2026. Hawksmoor Publishing is an imprint of Bennion Kearny, an independent British publisher founded in 2008 and based in Oakamoor, Staffordshire. The book includes sections by twenty-four named contributors from firms and organisations including Charles Russell Speechlys, Bennett Jones, Kinstellar, Khaitan & Co, Al Tamimi & Company, TLT Solicitors, World Law Group and the International Lawyers Network.

The author is a law firm growth strategist and former Chief Marketing Officer of one of the largest law firms in the Middle East. She is the founder of Beyond Billable Hours and co-founder of the BOOST community for legal business development and marketing professionals. The book's stated argument is that billing by the hour no longer serves its purpose because of a disconnect between time and value. It cites research that only 18.6% of law firm leaders implement almost all of their plans, and it cites research that more than 7 in 10 US law firms offer alternative fee arrangements but most do not capitalise on them. That is US research. The book sets out five pricing models and proposes a North Star Framework. All claims in this article are attributed to the author or to the book.

Source: Hawksmoor Publishing book page.

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Frequently asked questions

What is the book called and when is it published?

Beyond Billable Hours: The Growth Accelerator for Lawyers by Barbara Koenen-Geerdink is published by Hawksmoor Publishing on 7 October 2026, in paperback at 29.99 pounds and 262 pages, and as an eBook. ISBN 9781914066863. The release was issued on 18 September 2026.

What does the author argue about the billable hour?

The author writes that billing by the hour no longer serves its purpose because of a disconnect between time and value. She argues that frequent write-offs and write-downs on matters suggest pricing is wrong, and that many general counsel say they would prefer to know the cost upfront.

What are the five pricing models in the book?

The book sets out five pricing models: hourly, fixed, capped, subscription and packaged services.

What does the book say about AI and pricing?

The author argues AI can process information but cannot read a room or build trust. She argues that value-based pricing recognises speed does not reduce value when a lawyer's judgment drives the outcome, and that a firm billing by the hour while investing in time-saving technology is competing against itself.

What is the 18.6% figure?

The book cites research that only 18.6% of law firm leaders implement almost all of their plans. The book proposes a North Star Framework in response: a defined value proposition and an ideal client profile built around problems solved.