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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

Validatum Pricing Espresso® - (11th June 2018)

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 07, 2018

Fixed Fees: Here Be Dragons!

Let us say at the outset that we are strong proponents of fixed fees, even in areas of work where they have not been particularly prevalent such as dispute resolution. We believe that they should be used much more than they are to the benefit of both firms and clients.

However, two articles hit our inbox recently, which both in their own way reaffirmed the widespread misunderstanding on the part of law firms as to how best to deploy fixed fees, and an equally profound lack of understanding on the part of many clients as to how fixed fees must be structured.

June 05, 2018

Validatum Pricing Espresso® - (8th May 2018)

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 08, 2018

Latest Tweets @Richard_Burcher

The attitude that would appear to underpin the behaviour of some firms beggars belief, suggesting as it does, a bre… https://t.co/qNAKDXQCNn

@Richard_Burcher 18 Jun 2018 twitter

RT @melissa_laflair: Excellent example of firms really not understanding the client context or perspective. The tipping point nears ... ht…

@Richard_Burcher 14 Jun 2018 twitter