Pricing Masterclass: Law Firm Pricing Models and Trends 2019 (Registration Required)
Track: Pricing & Profitability
In this workshop we will explore the fundamental forces that underpin the pricing of services in order to understand what types of prices create the best outcomes (for you and for the client). We will spend time understanding the difference between transactional “gun for hire” situations and those where a real relationship has been created with the client. What are the advantages and disadvantages of each approach? Negotiation, by the client or third parties like Procurement, plays an increasingly important role in the actual price achieved, so attention will also be given to negotiation tactics – what works and what doesn’t, understanding your strengths and weaknesses. We will also look at how to say NO to clients, and how to deal with a price increase conversation.