How can such a simple word, price, cause so much confusion? For years, the legal industry has been focused on calculating better price tags and devising creative fee arrangements, all in the name of Pricing. Unfortunately, Pricing is not the same as Price, nor is Price synonymous with Pricing Strategy or Strategic Pricing. It is […]

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 […]

Storytelling may be the ‘next big thing’ in pricing strategy, if you believe  Ty Montague, author of the new book, True Story: How to Combine Story and Action to Transform Your Business. Last month, Montague penned “If You Want to Raise Prices, Tell a Better Story” on the HBR Network. Montague suggests “the power of […]