Editor’s Note: Legal departments are facing a new reality: the once-predictable rhythm of law firm rate increases is fracturing along firm size, client profile, and geography. As revealed in Wolters Kluwer ELM Solutions’ LegalVIEW Insights Volume 2025-2, the legal services market is entering an era of differentiated pricing and heightened volatility. For cybersecurity, information governance, and eDiscovery professionals, this means 2026 will demand more than budget forecasting—it will require a strategic reassessment of where, how, and with whom legal dollars are spent. From rate freezes to AI-driven productivity demands, the path forward requires proactive planning and data-backed negotiation.


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Industry Research

Law Firm Rates at a Crossroads: Why 2026 Will Demand a New Strategy for Legal Spend

ComplexDiscovery Staff

The legal market is fracturing along unexpected lines. While headline rates for the nation’s top law firms are slowing, a deeper look reveals sharp regional contrasts and a widening divide between corporate “haves” and “have-nots.” For professionals managing legal spend, this shift means the era of predictable, across-the-board increases is ending.

According to the LegalVIEW Insights Volume 2025-2 report released today by Wolters Kluwer ELM Solutions, partner rate increases at the nation’s top 25 firms dropped to a mean of 6.3% in 2025, down from 10.4% the previous year. This deceleration suggests that the largest corporate legal departments are successfully pushing back on aggressive hikes after years of sustained increases. However, this cooling at the top masks a more complex underlying reality.

The report uncovers an unexpected pattern at the edges of the market. Mid-market companies in the $5–$20B and $20–$40B revenue bands are experiencing a relatively stable pricing environment, with partner rate increases ranging from 2.26% to 2.46%. In contrast, the largest organizations (>$40B) saw partner rate increases of 8.44%, while the smallest companies (<$5B) actually saw average partner rates decrease by 0.6%. This concentration of volatility at both extremes suggests that negotiation leverage and market forces are weighing more heavily—and unpredictably—on the largest and smallest clients than on mid-market players.

The Regional Reality Check

Beyond national averages, a new challenge is emerging in specific metropolitan markets. While New York City retains its crown for the highest rates—with partners averaging $1,972 and third-quartile rates hitting $2,375—secondary markets are posting significantly higher increases. Cincinnati led with a 19.6% partner rate increase, while Portland and San Diego posted 25% and 24.5% associate rate increases, respectively. Other cities posting double-digit partner rate increases included Columbus, Seattle, St. Louis, San Francisco, Phoenix, Los Angeles, and Cleveland. For associates, Hartford, Dallas, Detroit, Milwaukee, and Cleveland also posted double-digit increases.

Jennifer McIver, Director of Legal Operations and Industry Insights at Wolters Kluwer ELM Solutions, noted in the report that “rate dynamics remain anything but uniform as we approach the end of the year. From moderating increases at the top tiers to sharp regional and revenue-based contrasts, legal departments need to stay proactive and informed.”

For legal operations and eDiscovery teams, this means a single national strategy for outside counsel is no longer viable. Organizations with significant litigation or data governance work in these surging secondary markets should audit their regional exposure and consider locking in rates early or exploring alternative regional providers before the new pricing floor solidifies.

The Firm Tier and Company Size Dynamic

The report reveals an important paradox in how companies pay for legal services across firm tiers. The largest corporations ($> 40B) are paying lower rates to Am Law 25 firms ($1,350 on average) than mid-market companies ($1,599), thanks to their massive negotiating power and high-volume relationships. Yet these same large corporations pay more for lower-tier firms (Am Law 101-200) than mid-market clients—likely because that work is niche or specialized, bypassing the bulk-discount machinery available for mainstream work.

This pattern suggests that negotiation leverage is highly differentiated. Large companies can extract significant discounts on routine, high-volume matters sent to elite firms, but face steeper rates when specialized expertise is required. Mid-market companies, by contrast, pay a substantial premium for prestige while attempting to squeeze lower-tier firms harder to control costs.

The Associate Rate Surge and AI Questions

Another notable finding is that associate rates are rising faster than partner rates—up 8.2% overall, compared to a market-wide average of 5.8% for partners. The report attributes this to continued salary wars and associate retention efforts. The Am Law 51–100 tier showed particularly aggressive increases, with associates commanding an 11.8% rate hike in 2025, narrowing the historical gap with higher-tier firms.

Looking ahead to 2026, the report suggests that AI adoption will begin to reshape how value is defined in legal services. The LegalVIEW analysis notes that “with AI poised to automate and streamline routine legal tasks, the number of billable hours required to close a matter may decrease sharply,” raising questions about the traditional value proposition for law firms. As AI adoption accelerates, specialty rates for complex, high-stakes matters are likely to rise, while the justification for high associate rates for standardized work may come under greater scrutiny.

For legal departments evaluating 2026 engagement letters, this suggests an opportunity to request clarity on how firms are deploying AI to improve efficiency and, where applicable, to negotiate rate structures that reflect productivity gains from technology adoption.

Rate Freezes as a Negotiating Tool

An important but underreported finding in the report is the rising prevalence of rate freezes. In 2024, the largest companies had only 19.8% of timekeepers with no rate change. In 2025, that figure rose to 36.9%—a significant shift suggesting that corporate legal teams are making rate predictability a condition of continued engagement. Even smaller companies increased their rate-freeze leverage, rising from 10.0% to 13.8%.

This trend indicates a corrective response to the aggressive rate hikes of 2024, with corporate legal teams beginning to use administrative relief—flat rates—as a key negotiation point. The pattern is most pronounced among mid-market companies, which maintained rates flat for 38.5–43.2% of timekeepers, suggesting they have found effective negotiating leverage.

Actionable Steps for 2026

Based on the LegalVIEW data, several practical considerations emerge for legal operations leaders:

Audit regional exposure early. If your organization has significant work in high-growth markets like Cincinnati, Portland, or San Diego, secure multi-year rate agreements now before the new pricing floor solidifies.

Understand your leverage position. The report shows that company size directly impacts negotiating outcomes. The largest companies have stronger leverage on top-tier firms but weaker leverage on niche service providers. Mid-market companies should recognize their relative stability and use it to negotiate more aggressively with both elite and lower-tier firms.

Request efficiency transparency in 2026 engagement letters. As firms deploy AI and other technologies, asking for explicit commitments on how these tools will improve delivery and whether rate adjustments will reflect productivity gains is a legitimate negotiating point. This approach separates rate discussions from technology adoption discussions and grounds both in measurable outcomes.

Consider rate-freeze provisions. The data shows that rate predictability is increasingly available as a negotiating point. Legal departments with stable outside counsel relationships can explore multi-year agreements with no rate escalation or modest, capped increases tied to specific cost drivers.

The 2026 Outlook

The legal market is entering a period of uneven growth and fragmented negotiating outcomes. The moderation in top-tier rate increases signals that even the most prestigious firms are feeling client pushback and market pressure. Meanwhile, regional markets and niche service providers continue to command premium rates in their specific domains. Mid-market companies have emerged as a zone of relative stability, while the largest and smallest organizations face the most volatility and the most complex negotiating dynamics.

As AI adoption accelerates through 2026, the traditional billable-hour model will face increasing scrutiny. Legal departments that understand these shifting dynamics and approach rate negotiations with data-driven analysis will be best positioned to manage costs while maintaining strong relationships with essential service providers.

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