‘Abort fee’, verb with noun - (origins unknown but thought to be developed by law firms that have since gone broke) – phrase meaning to give a client a big discount when something doesn’t pan out as they wanted but the law firm has to take it on the chin anyway.

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.

Post hoc ergo propter hoc is a logical fallacy that states, "Since event Y followed event X, event Y must have been caused by event X." And that pretty much sums up our response to missing out on a piece of work or appointment to a panel. “We submitted a price, we missed out on the work therefore we must have lost on price.”

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.

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.

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, or at least would benefit from addressing but aren’t quite sure where to start. Managing Partners and people in senior management roles often bemoan the fact that they have had a couple of attempts at implementing change from within but have been met with indifference if not resistance. Sometimes there is an awareness of the importance of the issue but it hasn't yet floated to the surface of firms' priorities list.

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.

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?

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.

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…

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.

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.