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

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

Pricing v Billing: Just Semantics?

I still recall the (somewhat tongue in cheek) advice I had from the senior partner of the firm I was with in the early 80s. “When you send out a big bill, I mean an eye-watering bill, send it out on a Friday and don’t come to work on Monday – let someone else take the call from the client”. Cynical? Yes, but...

Pricing governance March 08, 2015

Pricing: Men Are From Mars…

The latest research from Acritas’ Sharplegal, an annual global legal market survey of over 2,000 General Counsel, reveals how differently male and female buyers approach the purchase of legal services. As the number of women attaining senior in-house positions continues to rise, the findings raise...

Pricing execution February 24, 2015

Fees - Are Clients Part of the Problem or Part of the Solution?

Ask any private-practice lawyer and they will tell you that clients frequently aggravate their costs through their own conduct. The result is costs that are higher than they could have been, a disgruntled client and almost inevitably, some sort of write-off...

Legacy Posts January 31, 2015

Law firms and procurement : Creating a level playing field

More and more law firms have acquired additional pricing and price negotiation skills or brought in external pricing professionals to participate in the negotiation process. They have also become considerably more rigorous about whether to throw their hat in the ring...

Legacy Posts January 25, 2015

So, You're Going To Nail This Pricing Business in 2015?

We hope that the following synopsis of some of the most popular and widely republished of our 2014 law firm pricing blogs will provide you with some inspiration and guidance as you perhaps ponder what your firms' approach to pricing will be over the next 12 months....

Legacy Posts December 04, 2014

Pricing: What Is Your Firms' IP Worth?

Pam Waldow is a Partner and GC at legal consultancy, Edge International in the US. Pam writes great articles, the latest of which I thoroughly commend – Straight From The Horse’s Mouth: GCs Say What They Want From Outside Firms. I agree with all of it except one of the comments made by...

Legacy Posts October 23, 2014

The Legal Procurement Desiderata

Health Warning: This is a good-natured satirical critique of legal procurement professionals. If you are thin skinned, don’t read it (so now of course you will). Go placidly amid the noise and haste, and remember what peace there may be in silence. Heed the wisdom of the ages...

Legacy Posts October 06, 2014

More Than One Bite At The Cherry: Pitches, Bids, Tenders & RFPs

When we work intensively with firms on pricing, a common grizzle is the firms’ frustration with what they characterise as the lack of sophistication with which the ‘procurement’ exercise is run. Non-lawyers often approach the procurement of even sophisticated...

Legacy Posts August 02, 2014

Law Firm Pricing Leadership: Shoot Someone Occasionally

The pricing function in many law firms is something of an orphan. No-one knows who it belongs to so it ends up belonging to no-one. Individual department heads and fee earners make decisions on the fly with little regard to the firms’ pricing policies...

Legacy Posts July 04, 2014

Necrotising Fasciitis: The International Law Firm Pricing Dilemma (Part 2)

The first article in this two-part series looked at some of the underlying structural issues impacting the approach taken by international law firms to the setting of prices in diverse geographical locations. It also identified the increasing propensity...

Legacy Posts June 04, 2014

In-house Legal Budget Cuts: What Does It Really Mean For Your Firm? Well, That Depends

In-house legal teams are under financial pressure. We all know this. In some cases their budgets are relatively static but they want more for the same amount. In other cases the budget has been reduced so they want...

Legacy Posts May 19, 2014

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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®