Thought leadership is not about repurposing others’ material but constantly producing our own. This enables us to test new concepts, challenge the status quo and constantly seek to improve upon processes and methods. That’s why publishing relevant, actionable content is vitally important to us. We produce an award-winning pricing blog and provide our subscribers with quality, curated content from around the globe. We are regularly commissioned to produce articles for the profession’s pre-eminent publications including Managing Partner, Global Lawyer, Commonwealth Law Journal, The Times (London) and the Pricing Journal.

“My focus at Managing Partner magazine is to deliver high-quality content which pushes management thinking and best practice forward in law firms. I have worked with Richard Burcher since 2013 to develop thought leadership content on pricing strategies and I look forward to continuing to do so.” - Manju Manglani, Editor, Managing Partner

Can We Use Price Increases to Manage Supply and Demand?

“Should we be nervous about turning away work? I think the concern here is that people will consider we are too small, or that we cannot be relied upon to help when needed, or just that we will drop off people's lists. Personally, I feel we should be less sensitive about this: we are not unlimited in size, and nor do we want to be. If therefore we are turning away work, it is because we have too much already, which is a good sign, and because we have a sensible and prudent approach to taking on more work, which is a good sign too. Obviously, we need to message it right, but do you agree with this as a matter of principle?”

November 15, 2017

Validatum Pricing Espresso® - (30th October 2017)

With Validatum Pricing Espresso® we aim to bring you your regular pricing 'shot' - the best, most interesting, thought provoking and informative material we can find globally which will be of interest, relevance and help to you in your legal services pricing challenges. [Note: we don't always agree with the content of others that we post but the philosophy of Validatum Pricing Espresso® is shared perspectives, not a personal 'soap-box']

October 29, 2017

Reputation Trumps Price Say Most GCs

The latest General Counsel Excellence Report 2017 which has now been running for five years has produced the eyebrow raising conclusion that in the eyes of most GC's, the reputation of individual practitioners and their teams is more important than the reputation of the firm or pricing when it comes to selecting the right external legal resource.

October 25, 2017

Value-add – Free Stuff or Game Changing?

At the latest Validatum Pricing Forum® on value-add, we asked attendees whether they thought their value-add differentiated them from their competitors and helped them win work. 86% of respondents responded ‘Occasionally, but hard to know whether the client really values the services’. Worrying isn’t it, given the amount of investment and effort that law firms put into it?

October 04, 2017

Validatum Pricing Espresso® - (2nd October 2017)

With Validatum Pricing Espresso® we aim to bring you your regular pricing 'shot' - the best, most interesting, thought provoking and informative material we can find globally which will be of interest, relevance and help to you in your legal services pricing challenges. [Note: we don't always agree with the content of others that we post but the philosophy of Validatum Pricing Espresso® is shared perspectives, not a personal 'soap-box']

October 01, 2017

Validatum Pricing Espresso® - (4th September 2017)

With Validatum Pricing Espresso® we aim to bring you your regular pricing 'shot' - the best, most interesting, thought provoking and informative material we can find globally which will be of interest, relevance and help to you in your legal services pricing challenges. [Note: we don't always agree with the content of others that we post but the philosophy of Validatum Pricing Espresso® is shared perspectives, not a personal 'soap-box']

September 03, 2017

Validatum Pricing Espresso® - (31st July 2017)

With Validatum Pricing Espresso® we aim to bring you your regular pricing 'shot' - the best, most interesting, thought provoking and informative material we can find globally which will be of interest, relevance and help to you in your legal services pricing challenges. [Note: we don't always agree with the content of others that we post but the philosophy of Validatum Pricing Espresso® is shared perspectives, not a personal 'soap-box']

July 30, 2017

Buying Legal Council Conference 2017

‘All the world's a stage, And all the men and women merely players; They have their exits and their entrances, And one man in his time plays many parts…’

William Shakespeare, As You Like It

July 04, 2017

Validatum Pricing Espresso® - (3rd July 2017)

With Validatum Pricing Espresso® we aim to bring you your regular pricing 'shot' - the best, most interesting, thought provoking and informative material we can find globally which will be of interest, relevance and help to you in your legal services pricing challenges. [Note: we don't always agree with the content of others that we post but the philosophy of Validatum Pricing Espresso® is shared perspectives, not a personal 'soap-box']

June 29, 2017

Pricing: Hit ‘Send’ and Hope for The Best

A face-to-face request is 34 times more successful than an email, which begs the question, why do we persist in conducting our primary price negotiations by email instead of face-to-face or at the very least, on the end of the phone?

June 06, 2017

Validatum Pricing Espresso® - (30th May 2017)

With Validatum Pricing Espresso® we aim to bring you your regular pricing 'shot' - the best, most interesting, thought provoking and informative material we can find globally which will be of interest, relevance and help to you in your legal services pricing challenges. [Note: we don't always agree with the content of others that we post but the philosophy of Validatum Pricing Espresso® is shared perspectives, not a personal 'soap-box']

May 28, 2017

“We’ll have a chat at the end” – a $20 Billion Black Hole

We lawyers detest talking about our fees with our clients. We have worked with over 300 law firms in 18 countries and if there is one common denominator, it is a shared perspective that the price conversation is the most unpalatable and stressful aspect of the lawyer/client relationship.

May 05, 2017

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