Training

For nearly 20 years, Patrick has work across a broad range of law firms–from 70 attorneys in a single office to 1,600 attorneys in 10 countries–including two AmLaw 100 firms. With a career in both business development and Pricing, Patrick is an exceptional resource for how Pricing Strategy works within law firms to win work, to improve margins, and to grow profits.

Pricing Theory. As the legal industry’s first Certified Pricing Professional, Patrick has a wealth of advanced knowledge of Pricing principles.

Pricing Practice. As head of two AmLaw 200 Pricing & Project Management teams, Patrick has a diverse understanding of Pricing functions, day-to-day procedures, and staffing requirements.

Pricing Fun. As an award-winning speaker, Patrick is known for his high-energy, highly entertaining presentation style, which complements his content-rich, highly interactive teaching methods. Patrick makes training fun.


THE KEY TO WINNING NEW WORK: VALUE

In the aftermath of the Great Recession, law firms have shown increasing competence in Price, even as they ignore the importance of Value. Price will help margin; Value will help profit maximization. As long as the legal industry continues to “sell” experience or fee arrangements, it misses the bigger picture: “Buyers are not price-sensitive; they are value-conscious.” This training takes participants beyond Price to provide a new focus on Value that will put your firm on a path to win more profitable work.

  • The Value Workshop is a half-day program. Participants will learn the importance of Value to buyers of legal services. They will learn to build Value Propositions using six elements. After four hours, attorneys will have a more commercial understanding of Value and will be able to use Value Propositions in their pitches.
  • The Value Summit is a day-and-a-half program. Participants use the first half-day of training to learn the basics of Value Propositions and Differentiation. The second day introduces Value-based Pricing (VBP), the Value formula, and Versioning, and then asks participants to focus on their individual Practice Groups or Industry Groups in order to build VBP menus. After twelve hours, attorneys will be able to articulate Value, to employ Value Propositions in multiple practice areas, to create Value-based Pricing proposals, and to leverage Versioning in their pitches.

For more information, contact Patrick: patrick@lawfirmpricing.com | (312) 504-4142


BRAVO! HOW TO WIN PITCHES & PROPOSALS

For the last decade, law firms learned the hard way that buyers of legal services hold the Pricing power. In order to win/retain work, firms had to lower hourly rates, which maintained client relationships at the expense of Profitability. The AmLaw 200 invested in Pricing Functions, which helped Profitability, but is not equipped to help firms win new work. The BRAVO! Framework is designed at the intersection of Business Development and Pricing. This training gives participants (attorneys and staff) a new tool in their quest to win new work.

  • The BRAVO! Workshop is a half-day program. Participants are introduced to the BRAVO! Framework for building winning responses to new business opportunities (i.e., pitches and proposals). During the Workshop, participants will be guided through several hands-on exercises using the BRAVO! Framework for prospective buyers. After four hours, attorneys and staff will feel confident in pitching for new work.
  • The BRAVO! Summit is a day-and-a-half program. Participants use the first half-day of training to learn and to practice the BRAVO! Framework. The second day is dedicated to building participants’ competencies and to expanding the firm’s repository of responses. Most importantly, participants will explore how to use the BRAVO! Framework to win additional work from existing clients. After twelve hours, attorneys and staff will be ready to win/retain work using the new tool.

For more information, contact Patrick: patrick@lawfirmpricing.com | (312) 504-4142


WINNING PRICE NEGOTIATIONS

You know the old cliche: lawyers did not go to law school to learn math. When the Great Recession hit and clients began asking for discounts, law firm leaders should not have been surprised by the economic aftermath. Sadly, a decade later, most lawyers are no more skilled in Price discussions, even though their matter profitability IQ has increased substantially. This training is designed for partners to learn selling and negotiation skills and to raise partner confidence when discussing dollars and financial deals with clients and buyers of legal services.

  • The Negotiation Workshop is a half-day program. Participants are introduced to professional services sales techniques and negotiation tactics, along with specific best practices for the legal industry. Using small-group activities, partners will practice numerous sales skills and engage in various negotiation scenarios. After four hours, partners will understand the sales process and be more confident to negotiate fee arrangements.
  • The Negotiation Summit is a day-and-a-half program. Participants use the first half-day of training to learn selling and negotiation skills. The second day is dedicated to reinforcing those new skills and to expanding partners’ abilities by introducing advanced concepts of Buyer Behavior, Buyer Profiles, and Pricing Psychology. After twelve hours, partners will be prepared to be strong fee negotiators.

For more information, contact Patrick: patrick@lawfirmpricing.com | (312) 504-4142