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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Pricing in the COVID-19 pandemic

  • 22 May, 2020

Nigel Haddon was interviewed in late April 2020 by Andy Poole of Armstrong Watson on the approaches law and accountancy firms should take to pricing  in these unprecedented times. How can firms motivate clients to pay quickly on work that’s…

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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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