Trust: The Missing Ingredient in Pricing – Part 2 (first published on Validatum 7 April 2021)

  • 9 April, 2021

In part two of this three-part blog series, Richard Burcher highlights some of the key things that law firms are guilty of doing which damages trust between them and clients. In the first part, Richard suggested that one of the…

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Trust: The Missing Ingredient in Pricing – Part 1 (first published on Validatum 18 March 2021)

  • 18 March, 2021

In part one of this three-part blog series, Richard Burcher shares his observations on what firms and their clients are currently doing to damage the relationship and destroy trust when it comes to legal pricing. A major law firm recently…

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We’ll Have a Chat at the End – ‘Twas Ever Thus – first published on the Validatum website

  • 21 January, 2021

Validatum kicks off its 2021 blog series with a fresh new format, but an all too familiar problem… What follows will for many of you, be the tortured reality of day-to-day legal practice. In the course of strategising a solution…

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Dear client, inflation last year was 2.7%….. (first published on Validatum)

  • 9 November, 2020

Unfortunately, we still see many firms approach to this limited to not much more than a standard letter that begins “Dear client, we hope you are well. As you know, inflation last year was 2.7%…” Notwithstanding the latest lockdown, we…

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Pricing and the ‘Dunning Kruger Effect’ (first published on Validatum)

  • 16 October, 2020

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…

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Who is Responsible for Profitability in Your Firm? (first published of Validatum)

  • 24 September, 2020

In an article first published on Validatum, pricing consultant Richard Burcher explores the question of who is responsible for profitability within a law firm and what firms can do to improve financial management. Legal PR firm, Byfield Consultancy, has just…

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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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