Re-Play: How to Take Control of Oustide Counsel Rates in 2026

Outside counsel rates aren't just rising — they're accelerating. US firms are requesting a median 12.6% increase heading into 2026. Some are asking for far more.

During our recent Law.com/PERSUIT webinar, How to Take Control of Outside Counsel Rates in 2026, Christine Baer, Director of Legal Operations at JLL, shared how her team turned an average opening ask of 18% into a 4.7% effective increase — and counting. The results weren't luck. They were the product of data discipline, a deliberate shift in negotiation framing, and a willingness to ask firms to justify every percentage point.

Takeaways:

• Legal teams that send work to multiple firms and use competitive data in negotiations achieve rates up to 46% below market — versus 7.5% for those negotiating with a single firm
• Focusing on discount percentages is a weakening strategy; the rate increase itself is the lever that matters
• Backdating, promotions, and volume structures are tradeable assets — don't concede them for free

Whether you're mid-negotiation or just getting started, this conversation will change how you approach the table.