Creating Client Value with Value-based Pricing

Sponsored by: Client Value SIG

Domain: Business of Law
Competency: Profitability and Pricing

Value-based pricing can seem difficult to explain, overly complicated, and hard to define when pitching to clients. Often, clients have a hard time understanding what a “value-based” arrangement is and what the benefits are. In this session, we will discuss the increasing need for such arrangements, client and firm goals, and how to effectively evaluate whether a value-based fee approach makes sense.

Learning Outcomes:

  • Discuss the increasing prevalence of value-based fee arrangements
  • Identify effective mechanisms for sharing risk with clients
  • Discuss effective monitoring and evaluation techniques

Natasha Edlow, Strategic Pricing Analytics Manager, Covington & Burling LLP
William “B.J.” Jacobs IV, Senior Strategic Pricing Manager, Covington & Burling LLP

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