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Browsing articles filed under Legacy Posts

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...

Legacy Posts March 31, 2013

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...

Legacy Posts March 14, 2013

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...

Legacy Posts March 01, 2013

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....

Legacy Posts February 05, 2013

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....

Legacy Posts January 28, 2013

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...

Legacy Posts January 07, 2013

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.

Legacy Posts December 15, 2012

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.

Legacy Posts December 06, 2012

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.

Legacy Posts November 16, 2012

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.

Legacy Posts November 06, 2012

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.

Legacy Posts October 16, 2012

The Lawyer as Entrepreneur

In this guest blog post Chrissie Lightfoot – The Entrepreneur Lawyer - is interviewed by Preston Clark. Preston is a New York based attorney, business consultant and creator of law blog

Legacy Posts October 10, 2012

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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®