Profitable pricing strategies to eliminate timesheets, write-offs, accounts receivables and complaints about your bill.
Dynamic pricing strategies designed to improve your cash-flow & bottom line, create better value for your clients, eliminate complaints about your legal fees, foster a more collaborative workplace and differentiate yourself in the marketplace.
“Billing takes place after the work has been performed. Pricing takes place before the work is performed.”
From NZ $295 plus GST per registered delegate (see below).
This virtual workshop is all about pricing your services by reference to the value you are providing to your clients not the time spent. Most lawyers don’t price; they retrospectively bill by counting the number of hours spent on a matter multiplied by an arbitrary charge-out rate of the number of lawyers working on a client matter. Such lawyers hope and pray that when their client receives their bill the client perceives they received value and will-eventually-pay their bill. This process while undoubtedly profitable for many lawyers has its shortcomings and is increasingly criticised by Bar associations, the judiciary, legal commentators, clients, the general public and lawyers themselves. For specialist lawyers in particular they often leave value on the table by basing their fee solely according to time spent. Now, an increasing number of law firms are successfully engaging in alternative ways to price their services so as to better reflect the true value they are providing to clients and to reduce, - or eliminate altogether-timesheets, write-offs, accounts receivables and complaints about their bills. Improved profitability, cash flow, lawyer wellbeing and client satisfaction are some of the main benefits of alternative pricing methodologies.
Discover what’s beyond the billable hour and how you can make the transition from billing by time to pricing on purpose. You will learn:
You will learn:
the history of the billable hour
the shortcomings of the billable hour
why timesheets are wasted energy and what replaces them
what the alternatives are to the billable hour
how some firms are pricing their services
how to introduce and implement dynamic profitable pricing strategies to your firm
Who is this for?
All lawyers and legal professionals looking to be more successful.
Managing Partners and Partners
CEOs and executive managers
Heads of Practice Groups
Emerging leaders and Senior Associates
Registration fees: (Choose which option you would like).
Option 1. The Pricing Essentials.
(Workshop Only)
NZ $295 plus GST per registered delegate
Option 2. The Kickstarter.
(Workshop plus Pricing Council Support)*
NZ $750 plus GST per registered delegate
Option 3. The Full Monty.
(Workshop, plus 1 months Total Pricing Support)**
NZ $1300 plus GST per registered delegate
(Each Option includes a digital Workbook and handouts plus access to slides)
* In addition to the Workshop each delegate who registers for the Kickstarter is entitled to up to 1 months pricing support from John Chisholm who will chair 4 Pricing Councils one per week after completion of the Workshop.
**In addition to the Workshop each delegate who registers for the Full Monty is entitled to up to 1 months pricing support from John Chisholm who will coach and support the delegate to introduce pricing into their firm as well as chairing 4 Pricing Councils one per week after completion of the Workshop.
About the presenters
Simon Tupman (MBA, Solicitor, Eng’ and Wales).
For the past thirty years, Simon’s work has centred on the legal services sector, helping lawyers, legal professionals, law firm executives and in-house counsel to refresh and refocus their organisations. During that time, he has worked with clients in a dozen countries across five continents.
Today, most of his work is focussed on conducting practice reviews, facilitating planning retreats and running workshops aimed at improving leadership and management skills. His mission is to bring ideas, insights and inspiration to legal professionals so that they can develop a flourishing business and enjoy a rewarding life.
John Chisholm
John describes himself as a 3rd generation “recovering” lawyer, previously a partner, managing partner and chief executive of Australian law firms.
John established his own consultancy in 2005 to share his expertise and experience with professional firms who look to maximise their performance by adopting better and different business models and mindsets. He now speaks, educates, facilitates, coaches and consults.
As a practising lawyer John was well placed to experience first-hand both the benefits but also the drawbacks of the professions billing their services solely by reference to time. For 15 years he has worked with many professional firms (and their customers) around the world equipping them to transform for success by helping them to understand the value they create and how to capture that value with strategic pricing.
John is a Senior Fellow of the VeraSage Institute, an international think tank of thought leaders and innovators for professional firms, Adjunct Professor of Law at La Trobe University Law School (2018-2021), Fellow of the College of Legal Practice Management (US) and Distinguished Fellow Centre For Legal Innovation (Aus) 2019-2020. He has written numerous articles, papers and blogs on pricing and business model change and has presented and spoken to thousands of professionals on the topic.
(Depending on your jurisdiction, this workshop may qualify for 2 CPD hours)