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

'Trophy' Clients: Essential or Essentially A Pricing Pain in the @%$#

We all like a ‘good client’, whether it is an existing client, or a big one we hope to land. But what exactly are the attributes of a good client and what do we do about them if they aren't as good as we thought they were? Indeed, why did we take them on in the first place?

December 07, 2015

3 Big Sources of Pricing Power

In B2B, pricing is a broad and complex practice. There are a lot of elements fighting for attention and it’s hard to know where to focus to have the greatest impact. We are often asked what’s most important when it comes to pricing improvement.

November 25, 2015

Procurement: Friend or Foe?

When Richard Burcher and I first met at a breakfast seminar on legal pricing, he had no idea I was a procurement professional managing legal services provision. I’d gone along to the session aimed at GCs to see what the ‘other side’ (Richard) thought, and when the questions turned to the role of procurement in the firm-client relationship, I was somewhat dismayed to find that Richard and several of the GCs present weren’t exactly extoling the virtues of my profession…

November 24, 2015

Validatum Pricing Espresso® (15 November 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.

November 16, 2015

PwC Survey: ‘Pricing & Profitability’ Tops Law Firm’s Priorities

A small but growing number of firms have identified both the problem and the solution. Pricing capability and sophistication at a firm-wide and individual partner level is being harnessed and for those firms it is having a swift and significant impact.

November 08, 2015

Clients’ Pricing Hypocrisy

Screeds have been written for more than two decades about the demise of the billable hour. Like Mark Twain, news of whose death was greatly exaggerated, the billable hour persists with all the tenacity and survival skills of a cockroach emerging from a nuclear winter.

And so it will persist despite concerted efforts by some on both the buy and sell sides to eradicate it as an unwelcome if not toxic blot on the law firm management landscape.

October 21, 2015

Validatum Pricing Espresso® (14th October 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.

October 13, 2015

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

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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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