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® - (3rd July 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']
Pricing: Hit ‘Send’ and Hope for The Best
A face-to-face request is 34 times more successful than an email, which begs the question, why do we persist in conducting our primary price negotiations by email instead of face-to-face or at the very least, on the end of the phone?
Validatum Pricing Espresso® - (30th May 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']
“We’ll have a chat at the end” – a $20 Billion Black Hole
We lawyers detest talking about our fees with our clients. We have worked with over 300 law firms in 18 countries and if there is one common denominator, it is a shared perspective that the price conversation is the most unpalatable and stressful aspect of the lawyer/client relationship.
Validatum Pricing Espresso® - (2nd May 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']
Observations from the Other Side…
I took part in a law firm round-table event a couple of weeks ago, alongside a GC and Head of Legal services, on the topic of client expectations and procurement. The final question/provocation of the morning was from a very experienced, articulate and engaging law firm CFO:
Validatum Pricing Espresso® - (3rd April 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']
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.
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.
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
“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.
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']
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