P3: Identifying, Packaging, and Pricing Legal Services as Mass Market Products

Sponsored by: Client Value SIG

Domain: Business of Law
Competency: Profitability and Pricing

Most of our pricing opportunities come to us in the form of requests from our clients. However, a growing subset of pricing work comes when our attorneys develop a product or subscription and want to market it to a wide range of clients.  When we construct the pricing for these “mass-market” packages, we have different cost, market, and value considerations than if we were responding or reacting to RFPs. This case study will examine one such product, a CCPA Starter Kit prepared as the result of new legislation.  We will take a step-by-step approach to understand the best practices for pricing this type of work.

Learning Outcomes:

  • Understand the differences in mass-market pricing
  • Describe a step-by-step process to develop and price these offerings
  • Demonstrate how to identify and pursue opportunities for this type of work within the firm

Brad Williamson, Pricing Manager, Perkins Coie LLP

Price: Complimentary for Members


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