Emergency pricing (first published on Validatum)

  • 25 March, 2020

Richard Burcher, managing director of Validatum discusses implementing emergency pricing polices in light of the current global situation. If I never hear the word ‘unprecedented’ again, it will be too soon, but there is undoubtedly no play book for what…

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What are you doing about pricing and profitability in 2020? (first published on Validatum)

  • 9 January, 2020

The 2019 PwC Law Firms Survey revealed that, “…the finance function’s top three priorities are pricing and profitability, working capital and business analysis/ reporting. These priorities are reflective of the continued high fee income write off levels and widening gaps…

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Where’s the legal services pricing puck heading? (first published on Validatum)

  • 13 November, 2019

Where’s the legal services pricing puck heading? is a compelling interview with Richard Burcher, the leading authority on pricing legal services and contributor to the Dialogue on Remaking Law Firms. Thank you for joining the Dialogue on Remaking Law Firms for a…

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Billable Hours Targets & Bonuses: A Greater Misalignment of Interests is Difficult to Conceive (first published on Validatum)

  • 28 October, 2019

Validatum has written and lectured extensively on previous occasions about law firms misaligned meritocracy structures and the capacity for that misalignment to encourage pricing behaviour that is sub-optimal for both the client and the firm. So, kudos to someone of…

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Legal Pricing Academy Student Profile – Gareth Guyers (first published on Validatum)

  • 18 June, 2019

We share some insights from a student of the Legal Pricing Academy – Gareth Guyers, Regional Billing Manager at Milbank in Singapore. Tell us a bit about your firm? Milbank is an international law firm founded in 1866 with the…

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Planning for the RFP Storm… part 3 (first published by Validatum)

  • 20 February, 2019

Last week, in the 2nd instalment of blog series ‘Planning for the RFP storm’, Steph Hogg, Validatum Head of Procurement, Bid & Tender Consulting, talked about the types of questions firms should be asking themselves and the pre-work that can…

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Planning for the RFP Storm… part 2 (first published by Validatum)

  • 13 February, 2019

In part 2 of this 3-part weekly series, Steph Hogg, Validatum Head of Procurement, Bid & Tender Consulting, will get into more detail on what that checklist looks like and why. Last week, the 3-part series began with what is…

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Planning for the RFP Storm… part 1 (first published on Validatum)

  • 7 February, 2019

This is part 1 in a series of articles on managing client RFPs, written by Steph Hogg, Head of Procurement, Bid & Tender Consulting at Validatum. I read the BTI Consulting’s ‘mad clientist’ blog with interest this morning, about the…

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Hourly Billing and AI: The Perfect Pricing Storm (first published on Validatum)

  • 11 December, 2018

It’s time to relearn what value pricing looks like. Law firms face overwhelming pressure from current and potential clients to do ‘more for less,’ resulting in rapidly growing interest in technology-augmented offerings. Firms are now focused on leveraging technology for…

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Law Firm IPOs: Pricing on a Wing and a Prayer (first published on Validatum)

  • 23 November, 2018

We usually begin our Partners Pricing Masterclasses with one of the most evocative of Warren Buffet’s quotes, ‘The single most important decision in evaluating a business is pricing power. If you’ve got the power to raise prices without losing business…

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