Field notes
Write-downs often begin in the engagement letter
Fee write-downs are frequently blamed on difficult clients. In practice, many start with soft language about scope that partners never intended to leave open.
When a matter closes with a painful write-down, partners rarely open the original engagement letter. Yet that document often promised breadth without defining boundaries.
Phrases such as "and related advice" or "as required to complete the matter" invite work that was never priced. Associates fill the gap; partners later cut the invoice to preserve the relationship.
A tighter letter does not need to sound adversarial. It can list included stages, name out-of-scope examples that commonly appear in your practice, and describe how variations will be priced before work continues.
Firms that review a sample of write-downs against the original letters usually find a pattern: the same soft clauses appear again and again. Fixing those clauses is often faster than coaching every partner on negotiation skills.
Treat the engagement letter as part of your pricing architecture, not as a compliance afterthought. The tone can stay collegial while the boundaries become specific enough to protect realisation.