Value Pricing: How Can We Do It Successfully, and When Does It Go 'Too Far' ?

Track: Client Value

Session Number: 2150
Date: Fri, Jun 14th, 2019
Time: 11:00 AM - 12:00 PM

Description:

The concept of value pricing is much heard, discussed but often very little understood.  

This session seeks to explore how law firms can successfully identify how they deliver value to their clients across three key dimensions, how they can successfully demonstrate and communicate this value and how they can capture a fair share of that value for themselves.  The session will also explore whether there are limits to value pricing, and when value pricing can be seen to go too far. 

Join us for an entertaining session, with practical tips to take away and lively discussion with your peers.

Session Type: Lecture
Cross-Listed Tracks: Pricing & Profitability

Learning Objectives: Describe how law firms (and clients) identify where value can be determined and delivered
Learning Objective 2: Discuss the key methods of demonstrating and communicating value
Learning Objective 3: Explain whether there are 'limits' to how far value capture can go, especially as it relates to legal fees
Body of Knowledge (BOK) Domain: Business of Law, Client Services
Content Level: Advanced
Session Type: Lecture
Cross-Listed Tracks: Pricing & Profitability

Learning Objectives: Describe how law firms (and clients) identify where value can be determined and delivered
Learning Objective 2: Discuss the key methods of demonstrating and communicating value
Learning Objective 3: Explain whether there are 'limits' to how far value capture can go, especially as it relates to legal fees
Body of Knowledge (BOK) Domain: Business of Law, Client Services
Content Level: Advanced