Real Success in Pricing and Delivery….is All About Value as Clients Define it

Domain: Business Development

This session will help both the pricing professionals and the marketing people in attendance frame pricing proposals in a context to which clients can relate. Discounts and fee collars are old news, and there will be plenty of sessions on alternative fees -- the magic is in communicating and collaborating with clients to differentiate your firm in the pricing process -- not just in the final number! The content will be based on hundreds of client interviews I have conducted and analyzed.

Learning Outcomes:

  • Interact with current clients and prospects to determine how they define value. You will leave with a list of specific approaches and questions to ask.
  • Train marketers and pricing professionals on how to persuade the lawyers (and others) of the importance of taking a more holistic approach to pricing.
  • Describe steps needed to structure pricing

Jim Durham, GrowthPlay

Member Price: $59
Prospective Member Price: $79

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Video-Recorded Session

This session includes video, audio and synced presentations for an enhanced virtual learning experience.