Last fall I spoke at West LegalEdcenter’s Law Leaders Midwest Forum. I shared the dais with Christine Johnson, Quarles & Brady; Keith Maziarek, DLA Piper; and Bart Kessel, Tucker Ellis. Brett Baccus, Huron Legal, served as moderator. We were asked to discuss “Pricing, Valuation and Driving Efficiency.” During our discusion on budgeting, I proffered the following theory: Those […]

It has been a year since I wrote my first post. Then, as now, I dedicated this blog to promoting within the legal industry the fourth ‘P’ of the marketing mix: Price. It was a good year to begin following law firm pricing. As you can see below, 2013 was filled with many advances in […]

In Naples, Fla. last week, the 21st Annual Marketing Partner Forum kicked off with a pre-conference pricing workshop: The New World of Fee Arrangements. The Workshop began with an introduction from moderator John Westcott, Jr., retired Assistant Managing Partner of WilmerHale and author of Fundamentals of Law Firm Management (2013). Here are a few observations about […]

In April 2013 I launched a “Roll Call” of pricing professsionals in law firms. (POST) Six months later, the initial list of 26 law firms has shot past 50, and the total number of professionals has more than doubled, from 33 to more than 70. (Full list: ROLL CALL) Some of this is explained by better awareness and better networking. […]

Although the discipline of pricing and the field of microeconomics have their roots in the bartering system–where value is king–most would agree that today’s pricing discussions are highly influenced by numbers. This is especially true in the legal industry, as we continue to debate the relevance of the billable hour and, more importantly, its replacements. For […]