“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 […]

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 […]

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 […]

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.

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.