We encourage our partners to argue matters instead of engaging senior counsel: SAM's Pallavi Shroff on managing client budgets

Senior advocates continue to account for a significant share of litigation fees in India, shaping how law firms approach billing and client budgets, Shardul Amarchand Mangaldas Managing Partner Pallavi Shroff said at the Inter-Pacific Bar Association (IPBA) Annual Meeting and Conference..Shroff was speaking during a panel discussion on Reimagining the Modern Law Firm – Agility, Innovation and the Business of Value. She said,“Fees for litigators in India is very different...The bulk of the fees are taken by senior counsel.”She added this dynamic becomes particularly relevant when clients impose budgets for disputes. Shroff added that when clients set overall budgets for matters, law firm fees are typically the first to be reduced..Shroff said that her firm is increasingly encouraging partners to argue matters themselves and to engage senior advocates only where necessary, as part of efforts to manage litigation costs and client budgets..[Watch Video].Shroff said that there is a significant disconnect between how clients and law firms understand the idea of value billing.She explained that clients often equate value with faster and significantly cheaper services, while partners must also consider billing targets, financial performance and profitability.“There’s a gap and that’s the dialogue that we’re going to have with our clients.”She said that this pressure is compounded by intense competition among law firms to differentiate themselves in the market.“Most law firms feel that the best offering they have is to lower the price. I think that’s very unhealthy, but that’s what’s happening across.”.The broader panel discussion focused on how billing models are evolving globally.Trilegal Founding Partner and Member of the Management Committee Sridhar Gorthi said that the traditional billable-hour model is coming under increasing pressure as clients seek outcome-based engagements and greater predictability in legal fees.“Clients are increasingly demanding more outcome-based engagement.”He said that firms are moving towards a mix of billing approaches rather than relying on a single pricing structure.“Different types of practices need to adapt to different types of billing methodologies. We are not applying one formula across the firm.”Gorthi added that fee pressure is particularly pronounced in India.“There are enormous fee pressures in India, more so than in many other jurisdictions.”.CMS INDUSLAW Founding Partner Gaurav Dani linked billing pressures to technology-driven efficiency, noting that legal technology is removing routine work and reshaping how firms think about pricing and value.He said that firms are investing heavily in technology and efficiency tools, including AI-assisted systems, which are transforming internal processes and client expectations..Florian Khol, Managing Partner of BINDER GRÖSSWANG, said that discussions around risk-sharing and success-based fee models often prove challenging in practice.While clients frequently seek risk-sharing arrangements, he noted that regulatory frameworks and the unpredictable nature of transactional work mean hourly billing continues to remain central to law firm pricing..Follow Bar and Bench channel on WhatsAppDownload the Bar and Bench Mobile app for instant access to the latest legal news.