Clients Archives : Law Firm Pricing

The Importance of Intelligence, Part One: C.I.

Patrick Johansen, CPP — Thu, 01 Oct 2015 04:11:22 +0000

Law firms face two critical intelligence factors — business intelligence (internal) and competitive intelligence (external) — and both play a significant role in pricing. This post focuses on competitive intelligence. Watch for the post on business intelligence next month. In the second half of the nineteenth century, two towering scholars—one from England, one from the […]

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It’s All About Value

Patrick Johansen, CPP — Fri, 31 Jul 2015 21:38:44 +0000

“Every client wants lower fees; no client wants lower value.” Ten simple words encapsulate a law firm’s true business objective: offering value. To be successful, law firms must look past marketing campaigns, business development initiative, and even pricing strategies to get at the heart of their business model: value. TWO VALUES, ONE FORMULA If “value […]

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Introducing The Value Bike™

Patrick Johansen, CPP — Wed, 18 Jun 2014 17:59:17 +0000

I guess it is human nature to have a spark of ingenuity without knowing its origin. Last summer, while working on the value chapter of my forthcoming law firm pricing book, I came across the work of Aaron Kuehn. Kuehn, an American graphic artist, creates typograms: complex systems depicted entirely typographically using only the names […]

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Pricing/Value at 2013 LMA Conference

Patrick Johansen, CPP — Wed, 26 Jun 2013 15:42:53 +0000

Law firm pricing was one of the key takeaways from the Legal Marketing Association’s 2013 Annual Conference, according to the May/June 2013 issue of Strategies: The Journal of Legal Marketing. The conference was held on April 8-10 in Las Vegas. Strategies offers this summary (which I presume was influenced by the conference’s only pricing session: “Pricing, Profitability […]

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Driving Revenue, Part 3: Pricing Value

Patrick Johansen, CPP — Tue, 02 Apr 2013 00:56:28 +0000

In my latest writing – ”Driving Revenue: Value, Value Propositions and Value-Based Pricing” (ALA Legal Management, March 2013) — I offer a basic outline for defining value, communicating value and pricing value. Part One, Defining Value, was posted on March 5. Part Two, Communicating Value, was posted on March 12. Here is Part Three: Pricing Value.

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Driving Revenue, Part 2: Communicating Value

Patrick Johansen, CPP — Wed, 13 Mar 2013 02:39:49 +0000

In my latest writing -- "Driving Revenue: Value, Value Propositions and Value-Based Pricing" (ALA Legal Management, March 2013) -- I offer a basic outline for defining value, communicating value and pricing value. Part One, Defining Value, was posted on March 5. Here is Part Two, Communicating Value.

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Driving Revenue, Part 1: Defining Value

Patrick Johansen, CPP — Tue, 05 Mar 2013 14:33:02 +0000

Because they do not have tangible products, law firms must rely on creating relationships with propective clients that provide individual attorneys with the opportunity to showcase the firm's value. In my latest writing -- "Driving Revenue: Value, Value Propositions and Value-Based Pricing" (ALA Legal Management, March 2013) -- I offer a basic outline for defining value, communicating value and pricing value. Here is Part One: MORE

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