Source of article 2's Company - Magnus Insights.
Some people, including attorneys and insurance adjusters who are potential clients of Magnus, are more focused on obtaining the lowest price for whatever they are buying than the quality of what they are buying. Other people, in contrast, want the very best products or services money can buy. Most people, of course, fall somewhere between these two extremes in their desire to buy something of quality for an affordable price. Magnus’ services have never, ever, been cheap. We are never the “low price leader” among jury/trial consultants. Therefore, when we determine a prospective client’s focus is on hiring the lowest cost provider of jury/trial research and consulting services, we are wary because we know it is unlikely we will meet this person’s expectations. I had an unpleasant exchange with a prospective client many years ago that illustrates this point. After I made a presentation at a lawyers conference, an audience member approached me to inquire about the cost of Magnus’ jury selection consultation. When I gave him my answer, he exclaimed, “Wow! What makes you think you deserve so much more than Ms. ___, who only charges a fraction of your price?”. To David’s horror, I replied, “Because Ms. ___ has a G. E. D. and I have a Ph. D. Because I am actually qualified to select juries and Ms. ___ lacks any qualifications whatsoever. And, now, if you will kindly excuse me…” I know this is rather harsh, however, I knew, merely because this attorney was solely focused on price, not excellence, he would never be my client. Time and time again, we have had similar experiences. Recently, David was required to deal with the end client of the attorney who had retained us because it was the end client who was paying for our services. The end client repeatedly attempted to get David to “bid against himself” by discounting our fees just because she believed she was entitled to a cheap deal. Hilariously, David asked her if she believed the price of a Mercedes-Benz should be the same as the price of a Hyundai, in an attempt to explain Magnus is the Mercedes-Benz of jury/trial consultants. The client did not answer David’s question, but we later found out she drives, you guessed it, a Hyundai! I have no problem whatsoever with the type of car people drive, however, when a client cares less about the high quality of Magnus’ work, my credentials, or anything related to the valuable assistance my team and I will be to the trial team and instead, focuses only on trying to get a cheap deal, I know this person (or the corporation he/she represents) is not a good fit for the business model David and I established 25 years ago. In jury/trial services, like most other things of value, “You get what you pay for.”