Client Pricing Preferences: Dissimulation or Mendacity? (first published on Validatum)

  • 19 August, 2020

Okay, perhaps that’s a little rough, suggesting that clients deliberately conceal their real wishes or are plain dishonest about them, but maybe a fairer description would be mercurial – ‘tending to change mood suddenly’ according to the Concise OED. This…

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Pricing Transformation – Step #8 – Anchoring New Approaches in Culture (first published in Validatum)

  • 6 July, 2020

In the final installment of his Pricing Transformation series, Richard Burcher advises on how law firms can anchor the new approaches they are taking to pricing in the culture of their law firm. While many law firms have over the…

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Pricing Transformation – Step #7 – Consolidating Gains (first published on Validatum)

  • 29 June, 2020

In the seventh part of his Pricing Transformation series, Richard Burcher explains how law firms can consolidate gains made during major change management projects. While many law firms have over the last few years begun pricing improvement initiatives, many have…

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Pricing Transformation – Step #5 – Empowering Your People for Broad-based Action (first published on Validatum)

  • 17 June, 2020

In the fifth part of Pricing Transformation, by Richard Burcher, he looks at the key barriers to empowering all of your people to adopt and execute a more sophisticated approach to pricing. While many law firms have over the last…

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Pricing Transformation – Step #4 – Communicating the Change Vision (first published on Validatum)

  • 10 June, 2020

In the fourth part of Pricing Transformation, by Richard Burcher, he explains how to successfully communicate the change in vision to those involved. While many law firms have over the last few years begun pricing improvement initiatives, many have failed…

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Pricing Transformation – Step #3 – Developing a Vision & Strategy (first published on Validatum)

  • 1 June, 2020

In the third part of Pricing Transformation, by Richard Burcher, he explains how to develop a pricing vision and strategic plan. While many law firms have over the last few years begun pricing improvement initiatives, many have failed to realise…

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Pricing Transformation – Step #2: Creating a Guiding Coalition (first published on Validatum)

  • 24 May, 2020

In part 2 of Richard Burcher’s pricing transformation series, he discusses the next step of creating an effective guiding coalition. While many law firms have over the last few years begun pricing improvement initiatives, many have failed to realise their…

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Pricing Transformation – Step #1 – Establishing a Sense of Urgency ( first published on Validatum)

  • 19 May, 2020

In the first of an 8-part series, Richard Burcher sets out the 8 steps to a successful law firm pricing improvement initiative. While many law firms have over the last few years begun pricing improvement initiatives, many have failed to…

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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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