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

Pricing: Play Off the Front Foot or Perish

There are three core messages in this blog;

1) Alternative fee arrangements that are not solely dependent on the clock running can be more profitable than traditional hourly billing.

2) Offering AFAs proactively is invariably more profitable in contrast to arrangements offered reactively in response to client demand.

3) The whole concept of alternative fee arrangements needs to be reimagined and re-engineered. We have some observations about a trend we have been advocating and which is gaining momentum.

March 19, 2017

The Tender Age

Tendering for legal work is more common than ever for small to medium-sized law firms. Steph Hogg explains how to handle the bidding process.

March 10, 2017

PRESS RELEASE: Lex Mundi Global Network Turns to Validatum® on Pricing

Lex Mundi makes unique strategic investment in pricing skills across its global legal network – Validatum to lead delivery of “business-critical” pricing skills training for senior lawyers

March 01, 2017

“We're more expensive because we're better than them…”

Although there are clearly exceptions, it is well understood by most law firm marketing and BD specialists, if not so much by partners, that for the most part, technical ability is not a differentiator in the eyes of clients. And even if it is a differentiator in a specific situation, claims of superiority tend to be viewed by clients as little more than hyperbole and lacking any kind of proof.

February 26, 2017

Validatum Pricing Espresso® - (1st March 2017)

With Validatum Pricing Espresso® we aim to bring you your regular 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. [Note: we don't always agree with the content of others that we post but the philosophy of Validatum Pricing Espresso® is shared perspectives, not a personal 'soap-box']

February 25, 2017

Pricing and Profitability Analytics – Part 1: Do You Have an Information Strategy?

This is a three-part article, explaining how to deliver pricing and profitability analytics in the legal sector. This article goes back to basics and explores how you can ensure that your information systems support your firm’s decisions to improve profitability.

The next article will explore ways to calculate and analyse profitability. The third and final article will cover the use of analytics in pricing.

February 20, 2017

A price increase of 10%: financial suicide, or is it?

“The single most important decision in evaluating a business is pricing power. If you’ve got the power to raise prices without losing business to a competitor, you’ve got a very good business. If you’ve got to have a prayer session before raising the price by 10% then you’ve got a terrible business”

Warren Buffett Chairman & CEO Berkshire Hathaway

February 06, 2017

Validatum Pricing Espresso® - (30th January 2017)

With Validatum Pricing Espresso® we aim to bring you your regular 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. [Note: we don't always agree with the content of others that we post but the philosophy of Validatum Pricing Espresso® is shared perspectives, not a personal 'soap-box']

January 30, 2017

Mergers and Their Orphan...Pricing

Law firms contemplating or in the throes of a merger, ignore or pay scant attention to harmonising the merging firms pricing cultures, governance, analytics and execution at their peril.

January 23, 2017

New Year, new procurement goals – are you ready?

I must be one of the very few people that loves this time of year at work, hugely looking forwards to the excitement and uncertainty of the challenges that the year will bring. Planning my work for Q1 this year with Richard, we were reflecting on how we could help law firms better anticipate their clients' procurement strategy in 2017:

January 17, 2017

Pricing and Salivating Dogs

This is not the first time that we have written on this topic but two items that crossed our desk in the last week have galvanised us into raising the topic again. The first was an article appearing in The American Lawyer’s Am Law Daily that looked at some of the reasons contributing to the demise of King & Wood Mallesons.

January 05, 2017

Validatum Pricing Espresso® - (2nd January 2017)

With Validatum Pricing Espresso® we aim to bring you your regular 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. [Note: we don't always agree with the content of others that we post but the philosophy of Validatum Pricing Espresso® is shared perspectives, not a personal 'soap-box']

December 29, 2016

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