Browsing articles filed under Legacy Posts
New Research: Client Attitudes to Pricing Commercial Disputes
Independently-conducted research recently commissioned by London-based European law firm Field Fisher Waterhouse, reveals growing interest across Europe in finding new ways to pay for legal advice in high-value disputes. In particular, it showed....
Pricing & Trust: A Loveless Marriage
We are long overdue for lawyers and clients to work together more collaboratively in order to take the relationship to a more grown-up place and away from the current paradigm which is at times redolent of a couple of pre-schoolers sitting in a day-care sandpit flicking errant dog poop...
I Want a Discount! That’s Nice, Do You Really?
When an in-house or other regular client asks you to “cut your fees,” you want to make sure you’re hearing what they’re asking for. I’d begin any response to such a question by asking what they hope to accomplish. Turn that request for a cut in fees into an opportunity to...
Lawyers, Pricing & Horse Meat – You Get What You Pay For
There wouldn't be too many people who remain oblivious to the global coverage of the ‘horse meat burger patties’ furore unfolding in the UK; the widespread clandestine and probably criminal dilution/contamination of processed beef products with up to...
Merger Parties & Their Orphan…Pricing
Law firms contemplating or in the throes of a merger, ignore or pay scant attention to harmonising the two firms pricing cultures, governance, analytics and execution at their peril. Synthesising two law firms represents a huge challenge, even if the Balance Sheet and P&L are in harmony....
Pricing: You Made a Pig’s Ear of That! Let’s Celebrate
Nobody wants to fail or likes doing so, least of all highly competitive, risk and failure averse, ‘alpha’ personalities that exist in abundance in our profession. Yet that is exactly what needs to occur if, as individuals and collectively as a firm, we aspire to....
So, You're Going To Nail The Pricing Business This Year?
The road to hell is, so the saying goes, paved with good intentions. Firms often know that pricing is something that they need to address, but aren’t quite sure where to start. Or, there have been a number of false starts, leaving the firms’ lawyers...
Pricing Case Study: SAS Daniels
Following the release of its November results, Nigel Haddon, innovative and progressive CEO of the 25 partner, 65 lawyer North West firm is very confident that it would reach more than £6.5m turnover when it releases its full year results in April, which will amount to a 10% rise year-on-year.
Pricing Cannibalism aka Necrotising Fasciitis
Necrotising fasciitis, commonly known as flesh-eating disease, is a rare infection of the deeper layers of skin and subcutaneous tissues and almost every law firm that operates discrete practice areas suffers from an economic version of it.
Stunning Pricing Naivety From a Global Brand
US-based global management consultancy Altman Weil, recently published a very useful report entitled '2012 Law Firms in Transition'. The report does however contain one piece of pricing advice that requires a suspension of disbelief.
Deloitte: The Price of Pricing Effectiveness et al
Here are the links to three highly authoritative articles we have located for you which makes a compelling business case and an irrefutable ROI argument for the systematic development and deployment of a robust contemporary firm-wide pricing strategy.
Pretium facere: The Romans Understood Pricing Better Than We Do
The Latin term for price is pretium. Closer investigation reveals that pretium also means ‘value’. The Romans had the same word for price and value: pretium = value = price; something that is at the core of every transaction.
✓ You have successfully signed up to our Newsletter
␡ There was an error and you were not signed up to the Newsletter