Back to overview Associates Pricing Workshops Procurement, Bids & Pitches

The Validatum® Partners Pricing Masterclasses® are among our most popular services. They are ideal for firms that have taken a well-considered decision to raise capability around pricing as a skill and discipline. Classes begin with brief overview of pricing theory to lay an intellectual foundation of the key principles. The remainder of the masterclass is practical, interactive and extremely intensive. Senior practitioners often describe them in evaluations as the best professional development they have ever undertaken.

"Validatum® teaches firms how to use pricing in a sophisticated and intelligent way to not only boost profitability but just as importantly, reduce the tension inherent in the pricing aspect of the client relationship"

Mike Scott - Partner and former Chairman of the Board, Charles Russell Speechleys & Chairman of the Validatum® Advisory Board

The problems:

Partners pricing confidence and capability sit on a very long continuum and the inability to bring an intelligent approach to pricing costs firms dearly, financially and reputationally.

The solutions:

The content and delivery of Validatum® Pricing Masterclasses® have been rigorously developed and refined over more than 15 years, in firms with turnovers ranging from £10 million ($US15m) to £900 million ($US1.4b) across multiple countries and jurisdictions.

They are not CPD or CLE in the traditional sense of submitting oneself to a couple of hours of passive listening. They are small group (typically a maximum of 15 partners), high-energy, extremely intensive courses requiring high levels of engagement and concentration.

New concepts, strategies and tactics are introduced, some of which will be a fresh take on existing methodologies. Others are new and radical. They are all guaranteed to challenge existing ways of thinking about pricing and to push participants well outside their comfort zone.

Because our senior presenters are former managing partners or senior practitioners, each with over 30 years' private practice experience, they understand the challenges facing partners and management on a day-to-day basis and they are superb at seamlessly integrating theory and practice.

The Validatum® Pricing Masterclasses® conclude with a series of Validatum® Price Customisation® Clinics For Partners during which there is ample opportunity to craft pricing solutions and proposals on current active client files. As a learning and development technique, this resonates powerfully with the participating partners and most importantly, demonstrates the vital nexus between theory and practice.

While all of the Validatum® Pricing Masterclasses® follow a pattern in terms of content and delivery, all firms are subtly different and once we understand its needs better, we are then well placed to formulate and present a customised Validatum® Pricing Masterclasses® program.

Finally, because we have presented hundreds of Validatum® Pricing Masterclasses® to many firms over more than 15 years, we know that they work. So confident are we of the tangible and intangible benefits to the firm that we put a significant proportion of our fees on the Validatum® Pricing Masterclasses® at risk.

The benefits:

(a) A measurable improvement in profitability KPIs, and

(b) Just as importantly, a substantial improvement in the pricing aspect of the firm's relationship with its clients and a significant reduction in pricing tension.

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Latest Articles and Events

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

Latest Tweets @Richard_Burcher

Cutting BigLaw Down to Size: New Alternatives for Legal Services Procurement (Part 1) https://t.co/O8Jaa6bXUX

@Richard_Burcher 16 Nov 2017 twitter

Can We Use Price Increases to Manage Supply and Demand? https://t.co/jY3j6lXlhC

@Richard_Burcher 16 Nov 2017 twitter

Small goes large on legal spend https://t.co/nQYQYJnsCi

@Richard_Burcher 16 Nov 2017 twitter