Combining nearly twenty years of Legal Marketing, Legal Sales and Law Firm Pricing experience, Patrick Johansen helps law firm leaders understand the role Pricing Strategies play in growing revenue and improving profitability.
Patrick is the only legal industry professional to have been certified in Pricing (Certified Pricing Professional) and Legal Management (Certified Legal Manager) and inducted as a Fellow into the College of Law Practice Management.
An award-winning writer and speaker, Patrick has spent a more than a decade in law firm management, including three AmLaw 200 firms (Chicago, New York, Pittsburgh) and several mid-sized firms. His experience includes leading several business development and marketing departments, two Pricing/LPM teams, and a practice management team.
Patrick is a member of the Association of Legal Administrators (ALA), authoring several articles for its award-winning Legal Management magazine, and the Professional Pricing Society (PPS). He is a past member of the Legal Marketing Association (LMA) and served as its 2002 National Education Committee Chair. He previously served as a member of the ALA Chicago Board of Directors and the LMA Midwest Board of Directors. Patrick served on the LegalBizDev Advisory Board for Legal Project Management, Pricing and Alternative Fee Arrangements. He has been active in the Legal Sales and Service Organization (LSSO) and the International Legal Technology Association (ILTA)–which honored him with its 2013 Publication Award: Outstanding Member-Contributed Magazine Article.
In 2014, Law360 named Patrick to its inaugural Legal Industry Editorial Advisory Board. In 2015, the College of Law Practice Management elected Patrick a Fellow of the College, a group of 250 distinguished professionals who have made extraordinary contributions to the legal industry.
Patrick earned a B.A. from DePauw University and a M.A. from Purdue University.
Value Reimagined: The Value Bike ABA, Pricing on the Front Line, January 2017 (Chapter)
Beyond Pricing: Legal Services Must Learn to Talk Value ARK Group, 2020: The Future of Legal Services, September 2015 (Chapter)
Improving Your Practice Group Descriptions ALA Chicago, Administrator’s Advantage, February 2015
Like Riding a Bike: Defining a Lawyer’s Value ABA, Law Practice Today, June 2014
Law Firm, Meet CEO: New Leader in Legal ILTA, Peer to Peer, June 2013
Driving Revenue: Value, Value Propositions and Value-Based Pricing ALA, Legal Management, March 2013
Time to Hire a Chief Strategy Officer ALA, Legal Management, October 2012
Four Trends to Improve Your Marketing Budget ALA Chicago, Administrator’s Advantage, March 2012
Creativity Enhances the Power of Legal Marketing LMA, Strategies, May 2002
PRESENTATIONS
Law Leaders Luncheon ALA Greater Chicago Chapter, March 2019 ~ Panelist
A Price Tag is Not a Pricing Stategy ILTA Virtual Event, March 2019 ~ Co-Presenter
High Noon: Pricing Negotiation Master Class Thomson Reuters 2018 Law Firm Financial Performance Forum, October 2018 ~ Workshop Chair
LPO 2.0: Are You Getting the Most Out of Your Legal Process Outsourcing? Bloomberg Law Big Law Business Special Reports Series, September 2018 ~ Moderator
Winning with Pricing & Legal Project Management After 2007 Thomson Reuters 16th Annual Law Firm COO & CFO Forum, October 2017 ~ Moderator
High Noon: Pricing Negotiation Master Class Thomson Reuters 2017 Law Firm Financial Performance Forum, October 2017 ~ Workshop Chair
A Law Firm’s Practical Guide to Pricing & Profitability Marcus Evans, September 2017 ~ Conference Chair/Presenter
Law Firm Pricing & Profitability Chicago-Kent College of Law, January 2017 ~ Guest Lecturer
Best Practices in Scoping a Litigation Engagement Using an AFA Business Development Inc., October 2016 ~ Webinar
Intelligent Pricing for Improved Profitability Association of Intellectual Property Firms, September 2016 ~ Keynote Address/Workshop
Law Firm Pricing Best Practices ALA Greater Chicago Chapter, January 2016
A Pragmatic Presentation on Pricing, Profits and the Profound Purpose of Paralegals Illinois Paralegal Association, November 2014 ~ Keynote Address
Understanding Client Relations and Fees: An Introduction for Solo/Small Firm Practices LexisNexis Webinar, October 2014
Automation That Matters: How to Add Value to Your Firm Through Budget Tracking and Performance Reporting ILTA, August 2014
Pricing Bootcamp + Pricing Roundtable LSSO RainDance, June 2014
Adding Octane to Your Competitive Pricing & Product Strategy C-Suite Summit, June 2014
Law Firm Pricing & Profitability in 2014 Center for Competitive Management, March 2014
The New World of Fee Arrangements (Pre-Conference Workshop) Marketing Partner Forum, January 2014
Some Assembly Required: Pricing, Valuation & Efficiency West LegalEdCenter’s Chicago Law Leaders Forum, November 2013
Pricing and Firm Strategy: How and When They Intersect ARK Group, September 2013
Pricing Strategy at the Practice Group Level ARK Group, September 2013
Defining and Delivering Value in Pricing and Client Relationships ILTA, August 2013
How ‘Wow’ Can Improve You and Your Projects IFMA Chicago Chapter, July 2013
Past is Prologue: A Future with Chief Strategy Officers LSSO RainDance, June 2013
Pricing Roundtable (Pre-Conference Workshop) LSSO RainDance, June 2013
Writing (Better) Practice Group Descriptions ALA Greater Chicago Chapter, August 2012
Writing (Better) Attorney Biographies ALA Greater Chicago Chapter, August 2012
Next Firm Forum: Technology’s Impact on Your Firm’s Processes Creative Growth/SilverEdge, September 2011
RFP Best Practices LMA Indianapolis, 2008
IN THE MEDIA
“Alternative…Billable Hours”by Julius Melnitzer, Lexpert (May 2018) >> ARTICLE
“The Rise of Pricing Professionals in BigLaw”by Aebra Coe, Law360 (January 2018) >> ARTICLE
“What SpaceX’s Success Can Teach the Legal Industry” by Roy Strom, Law.com (January 2018) >>ARTICLE
“Report: Nearly 40 Percent of Law Firms Waste C-Suite Talent”by Roy Strom, The American Lawyer (November 2016) >> ARTICLE
“All That Pricing Data Leads Clients to Ask”by David Ruiz, The Recorder (September 2015)
“Priced To Move”by Roy Strom, Chicago Lawyer (March 2015) >> ARTICLE
