The AFA Playbook for AI Substitution

Rather than retrofitting legacy rate structures, this playbook offers a forward-looking framework for how legal work is delivered today.

By focusing on outputs, standardization, and risk-aware pricing design, law firm pricing leaders can move beyond incremental change to build AFAs that reflect the true economics of AI-enabled legal services.

Key Takeaways

• Price by outputs, not hours. Focus on deliverables that reflect real value.
• Start with predictable work. Pilot AI-assisted tasks before scaling.
• Define clear units and protections. Use measurable pricing and risk terms.
• Offer tiered options. Give clients clarity while maintaining flexibility and value.

Turn AI-driven efficiency into a pricing advantage while protecting margins and delivering clearer client value.