Back to overview Validatum Environment & History Advisory Board

Firms usually makes initial contact with Validatum® through their Managing Partner, Finance Director, COO, Pricing Director, Marketing & BD, Learning & Development or Bid professionals. An initial telephone call or short face-to-face meeting helps us to better understand what your imperatives are, and helps you understand what solutions we might be able to deliver.

Step 1 (Introduction)

Firms initially want to have a general discussion about what their needs are, where they perceive they are on the pricing sophistication journey and what objectives and outcomes they would like to achieve.

Importantly, firms want to gain insight into what we do and how we might be able to help them with their specific pricing needs.

This first phone conversation or meeting with one person will usually progress to a fuller meeting with a broader constituency of the firm's decision makers. We strongly recommend that we are given the opportunity to present to these key stakeholders. Our short presentation averages 40 minutes, followed by 20 minutes of discussion.

At this phase we will also outline some possible implementation and cost options, which will necessarily lack detail so early in the project but give a broad-brush idea of what the firm is looking at.

Our presentation gives your group an initial view of our capabilities and whether we represent a good 'fit'.

From time to time, this 'working group' scenario is not sufficient and firms will require evidence of broad partner level support. This is best achieved by having us present at a firm-wide event such as an annual partners' conference.

Step 2 (Due Dilligence)

We will usually offer to put one or more of the firms' senior leadership in touch with their counterparts in other firms we have worked with. This gives them the opportunity to have a frank discussion and receive an 'unvarnished' version of the other firms' experience of working with us. We feel that this gives a lot of credibility and comfort.

We also use this initial phase to develop a more acute understanding of the firm's pricing objectives and the relationship between pricing and broader strategic goals, alignment of which is critical to the success of a pricing initiative.

Firms often underestimate the commitment required to successfully implement a pricing initiative. Because we have an extremely high success rate, a reputation we want to preserve, we cannot afford to have firms fail to successfully implement the changes.

We therefore work with you to ensure that the commitment is well understood, that there is strong leadership around pricing and that the pricing function will be properly resourced after our initial engagement.

"Validatum® is the world's leading exponent of law firm pricing"

Dr. George Beaton - Beaton Research + Consulting, Melbourne, Australia

Step 3 (Diagnostics)

Some firms are beginning the pricing journey from 'ground-zero' and aren't sure where to begin, some have made good progress but momentum has stalled and others have had a number of false starts. We will recommend a series of formal and informal strategies to identify the firm's pricing pressure points and current status.

A properly crafted and executed diagnostic and needs analysis provides us with insight into what progress the firm has made or have yet to make on each of the three main pricing 'fronts' - pricing governance, pricing analytics and pricing execution.

In addition, the diagnostic identifies asymmetry between the firms pricing persona as a whole and that of practice teams/departments, individual offices and countries, if applicable.

Armed with these insights, we can then advance a coherent set of recommendations either as a firm-wide initiative or to address specific pricing deficiencies and 'hotspots'.

Step 4 (Execution)

Because we offer a completely customised approach to addressing firms' pricing needs, there is no one-size-fits-all solution. Our diagnostic and needs analysis identifies the major pricing pressure points within the firm as well as opportunities for swift implementation and early quantifiable successes.

The needs of firms with a single regional office are vastly different to those of an international firm operating across multiple jurisdictions and sectors. Between those two polarities, there are an equally large number of execution options that we are able to recommend and deploy. We will discuss the merits of each of these with you.

Some firms choose to immediately effect a firm-wide initiative, whereas others want to take a more cautious and tentative approach. Some have a preference for multidisciplinary execution whereas others want to focus on specific practice areas as discrete projects.

Whatever execution strategy is adopted, a key concern raised by all firms is the issue of maintaining momentum after the initial surge of activity and improvement. We are very conscious of the significance of this and therefore a large section of our materials, resources and ongoing support are dedicated to helping you with this issue.

You have successfully signed up to our Newsletter

There was an error and you were not signed up to the Newsletter

Latest Articles and Events

Be careful What You Wish For - Pricing Legal Tech

These are the results of a recent global survey of Validatum’s law firm clients. They won’t surprise anyone. They were some of the concerns and solutions explored in a webinar we presented yesterday in collaboration with Kira (Chloe Doyle) and John Craske, CMS head of innovation and legal operations.

June 09, 2021

Trust: The Missing Ingredient in Pricing #3

In part one of this three-part blog series, we suggested that one of the single greatest impediments to the evolution of law firm/client relationships, particularly when it comes to pricing, is the mutual lack of trust.

We concluded the first post with, “… law firms and clients need to do a stock take of what they are doing wrong. In the next two blogs we will share our observations on what firms and their clients are currently doing to damage the relationship and destroy trust. Neither will be spared. There is plenty of criticism to go around!”

In our second blog, we took law firms to task for their failings that result in degradation of trust. Time now to excoriate the clients.

May 05, 2021

Award-winning LawNet firm adopts new generation pricing platform

LONDON (31st March 2021) – Virtual Pricing Director®, the legal pricing platform conceived and built over three years by leading international legal pricing experts Validatum and leading UK cost consultancy Burcher Jennings is being adopted by leading Peterborough law firm and LawNet member, Buckles.

April 07, 2021

The coming together of these 3 power-house firms has enabled us to create something truly revolutionary. I have no doubt that Virtual Pricing Director® is going to drastically alter, for the good, the way lawyers price-up work” Richard Burcher, Managing Director, Validatum®, Chairman, Virtual Pricing Director® & Legal Pricing Academy®


Whether you are just starting out on your pricing career or are already highly experienced, whether you want to undertake some ‘light-touch’ professional development or aspire to the pinnacle of Certified Legal Pricing Professional, the Legal Pricing Academy® can help you achieve your goals” Richard Burcher, Managing Director, Validatum®, Chairman, Virtual Pricing Director® & Legal Pricing Academy®