Thought leadership is not about repurposing others’ material but constantly producing our own. This enables us to test new concepts, challenge the status quo and constantly seek to improve upon processes and methods. That’s why publishing relevant, actionable content is vitally important to us. We produce an award-winning pricing blog and provide our subscribers with quality, curated content from around the globe. We are regularly commissioned to produce articles for the profession’s pre-eminent publications including Managing Partner, Global Lawyer, Commonwealth Law Journal, The Times (London) and the Pricing Journal.

“My focus at Managing Partner magazine is to deliver high-quality content which pushes management thinking and best practice forward in law firms. I have worked with Richard Burcher since 2013 to develop thought leadership content on pricing strategies and I look forward to continuing to do so.” - Manju Manglani, Editor, Managing Partner

Validatum Pricing Espresso® (30th Sept 2015)

With Validatum Pricing Espresso® we aim to bring you your morning pricing 'shot' - the best, most interesting, thought provoking and informative material we can find globally which will be of interest, relevance and help to you in your legal services pricing challenges.

September 28, 2015

Procurement Departments Negotiating 'Too Aggressively'?

“As I hurtled through space, one thought kept crossing my mind - every part of this rocket was supplied by the lowest bidder.” John Glenn - the first American astronaut to orbit the Earth

September 22, 2015

Validatum Pricing Espresso® (3rd Sept 2015)

With 'The Pricing Espresso®' we aim to bring you your morning pricing 'shot' - the best, most interesting, thought provoking and informative material we can find globally which will be of interest, relevance and help to you in your firms' pricing challenges.

August 31, 2015

"Because I'm Worth It!"

In our conference presentations and consulting work, we have often made reference to the fact that when it comes to pricing, we lawyers could do worse than take inspiration from the often far more sophisticated pricing strategies of other industries and professions. We have for example taken and adapted some of the best pricing ideas and practices from hotel chains (yield management), airlines (customer segmentation and price discrimination), and fast food franchises (bundling) to name a few.

August 17, 2015

The Pricing Espresso® (Aug 2015)

With 'The Pricing Espresso®' we aim to bring you your morning pricing 'shot' - the best, most interesting, thought provoking and informative material we can find globally which will be of interest, relevance and help to you in your firms' pricing challenges.

July 27, 2015

Pavlovian Pricing & Meritocracy Structures

Most of us are familiar with Pavlov’s classical conditioning experiments. It is therefore obvious to most that the best way to get the behaviour you want is to provide rewards for doing so, or at least refrain from punishing people for doing them. The flip side is that you have to make sure you’re not inadvertently providing rewards for behaviors you’re trying to discourage.

July 20, 2015

The Vital Role of Pricing in Law Firm Marketing & BD Efforts

The classical definition of the 4 Ps relates of course to the categories that can be controlled in the marketing of a good or service: product, price, place and promotion. The four Ps, often referred to as the marketing mix, are all constrained by internal and external factors in the overall environment.

July 14, 2015

Opinion: Judicial Cop-out: Just Blame The Lawyers Fees

Yet another recent media report left me feeling for colleagues who are continually attacked by the politicians, the media and the public for apparently outrageous and indefensible fees charged by lawyers. This egregious behaviour is only exacerbated in the minds of many when the poor recipients of the nasty lawyers financial flogging are people going through an acrimonious divorce.

And now the judiciary, who ought to know better, have joined the chorus.

July 13, 2015

The Power of Irrational Pricing

When presented with a range of pricing choices, are client’s more likely to make a rational or irrational decision? In recent years behavioural economists have generally supported the concept of ‘homoeconomicus”; buyers characterised as powerful, calculating decision-makers who base their decisions on rational, objective and consistent preferences.

June 25, 2015

Pricing Power: The Dark Art

Pricing in law firms began, and to a shocking degree still continues, as an exercise in sticking your finger in the wind combined with intensive (but plausibly deniable!) efforts to find out what they're doing down the block, finalized by Kentucky windage in the form of a percentage increase over your rates last year. Low-tech, impressionistic and intuitive, data-free, and almost certain to be random in its accuracy in correlating clients' perception of value with marketplace dynamics. Or, as one managing partner we're fond of described it: "The dark art."

May 13, 2015

Some Promising Developments on DBAs

Amidst the welter of 2013 reforms, the legitimisation of contingency fees stood out. For centuries we had been told that a lawyer could not run litigation in return for a cut of the damages recovered. This would invite corruption, as the representative would have an overwhelming...

Pricing execution April 24, 2015

Richard Susskind Manifestly & Demonstrably Wrong on Pricing

Everyone is entitled to their opinion; indeed part of the Validatum® philosophy is to encourage and embrace diverse perspectives in our online forums and other media. However, sometimes we see something so egregiously wrong and potentially harmful...

Pricing governance April 18, 2015

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https://www.virtualpricingdirector.com/

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®

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http://www.legalpricingacademy.com/

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®

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