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 #6 – Generating Short Term Wins (first published on Validatum)

  • 25 June, 2020

In the sixth part of his Pricing Transformation series, Richard Burcher explains why law firms should focus on generating short term wins during a pricing improvement project and why they are vitally important and beneficial. While many law firms 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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A Strategic Approach to Pricing

  • 1 June, 2020

This case study traces how a focus on value and pricing has helped transform Wollens into a legal powerhouse in the South West of England. Talking to Chris Hart, CEO, Clive Meredith, Practice Director, Katrina Vollentine, head of Private Client,…

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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 in a Pandemic (first published in the Solicitors Journal)

  • 28 May, 2020

What role does pricing play in the current crisis? How should firms approach pricing both strategically and tactically? Nigel Haddon provides the answer in this short post, first published in the Solicitors Journal. Like many other kinds of businesses, law…

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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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