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

Growing a Successful Pricing Team: Let’s get back to basics

As PwC’s comprehensive 2013 study tells us……"Pricing matters".

Where else in the provision of goods and services could such small improvements have such a profound effect on the bottom line?

December 13, 2016

Procurement Peeves

I was on the train from York to London last Wednesday morning, sitting next to a lady who was diligently scribbling notes onto an RFP document, and I couldn’t help but smile to myself as her colleague proceeded to vilify all procurement professionals the world over as unpredictable, unfathomable, picky and impossible to please. Apparently deep into a tender response that was due on Friday, they went on to discuss how they’d better not give the client any opportunity to disqualify them and someone had better spell-check it properly this time. (Should just say at this point that they were discrete enough not to mention who they worked for or were tendering to…)

December 05, 2016

Validatum Pricing Espresso® - (28th November 2016)

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']

November 27, 2016

Most Favoured Nation Price Clauses: Barking Mad & Potentially Unlawful?

Legal disclaimer: Having captured your attention with a mildly provocative title to this blog, we better do the whole legal disclaimer thing. This is an opinion piece designed to stimulate discussion within law firms about what we see as an extremely dubious trend. It is not a legal opinion or legal advice and you rely on it as such at your peril.

November 20, 2016

How to Find a Great Pricing Job #lookbeforeyouleap

Last week a pricing specialist called me.

He wanted a chat about his career options. He was working in a strategic pricing role in the manufacturing sector. He ‘d been promoted internally to the position from a role in sales (a not uncommon story), so he’d never actually sought out a strategic pricing role before.

November 16, 2016

Evaluating the First 90 Days…

I was talking to a partner audience about client management last week, and the conversation came around to procurement’s involvement in relationship management and review meetings.

November 05, 2016

Validatum Pricing Espresso® - (31st October 2016)

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']

October 29, 2016

Bidding for public sector work: nobody said it was easy

Greetings and welcome to my first blog post as an Associate with Validatum. An introductory word: I tend to write as I speak. This is a good-slash-bad thing (see?). The odd song lyric will crop up from time to time. Hopefully you will grow to like it. I may even expand your musical horizons whilst blogging about the procurement of legal services. Come to think of it, I may have just found my USP…

October 19, 2016

The First 90 Days: How to Hit the Ground Running

It is hard to overstate the importance of starting well: The opening words of a speech, the early lines of a novel, the first few bars of a song….

October 05, 2016

Warm Wine and Dodgy Canapes Anyone?

Like many of you, my children have just returned to school for the Christmas term, and as part of the settling in process I was invited to ‘Parent Information Evenings’ last week. I turned up at 7.30pm to find a glass of wine awaiting me, and stood making small talk with other slightly nervous looking parents, new and old, until the Headmaster thought we were sufficiently relaxed to start proceedings.

September 23, 2016

Validatum Pricing Espresso® - (22nd September 2016)

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']

September 19, 2016

Pricing and the ‘Dunning Kruger Effect’

There is a quite extraordinary paradox at play here. On the one hand you would expect many lawyers, particularly those that are long in the tooth, to be quite pessimistic, negative and cynical with a hardwired expectation that most things go badly (and indeed many are, and they often do).

So why the perennially ebullient display of optimism when it comes to assessing the production cost of a piece of work?

September 16, 2016

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