Planning for the RFP Storm… part 1 (first published on Validatum)

This is part 1 in a series of articles on managing client RFPs, written by Steph Hogg, Head of Procurement, Bid & Tender Consulting at Validatum. I read the BTI Consulting’s ‘mad clientist’ blog with interest this morning, about the…

Otterburn Legal Consulting hosts management & leadership forum on 14 May 2019

A highly interactive one-day forum for law firm leaders hosted by Otterburn Legal Consulting. In May 2017 and again a year later, Andrew Otterburn and Simon Tupman ran highly successful one-day forums for law firm leaders in London. They will…

Hourly Billing and AI: The Perfect Pricing Storm (first published on Validatum)

It’s time to relearn what value pricing looks like. Law firms face overwhelming pressure from current and potential clients to do ‘more for less,’ resulting in rapidly growing interest in technology-augmented offerings. Firms are now focused on leveraging technology for…

Law Firm IPOs: Pricing on a Wing and a Prayer (first published on Validatum)

We usually begin our Partners Pricing Masterclasses with one of the most evocative of Warren Buffet’s quotes, ‘The single most important decision in evaluating a business is pricing power. If you’ve got the power to raise prices without losing business…

Workshop: 5 & 6 March 2019, Strategic Pricing Masterclass, Gray’s Inn, London

Pricing is a key area for law firms and an area that can have a huge impact on profitability. Otterburn Legal Consulting is holding a strategic pricing masterclass which will cover a number of pricing areas. The key speaker with…

The science of price sensitivity – yep, it’s a thing (first published on Validatum)

One of the many shortcomings in our current approach to pricing legal services is the preoccupation with merely pricing the job. While at face value this would appear to be all that is required, it is in fact only half…

Leading Legal Pricing Experts Launch AI-Powered Pricing Tool

Legal pricing experts Burcher Jennings and Validatum have today announced a ‘game changing partnership’ with cutting-edge legal tech firm Neota Logic set to disrupt the world of legal pricing for the benefit of clients and firms. The partnership is behind…

More dangerous drivel from the Legal Services Consumer Panel

Under normal circumstances, we would not bother wasting time addressing the asinine drivel that periodically issues forth from the Legal Services Consumer Panel but the latest article in the Law Society Gazette (1 August 2018) simply cannot pass without comment.…

Run it Past the Firms’ Pricing Manager – Who? (First published on LexisNexis)

In 2016 Forbes magazine ran an article entitled, ‘10 Jobs That Didn’t Exist 10 Years Ago’. It’s a bit of a cliché but everyone understands the concept that jobs which could not have been conceived of a few years ago,…

Fixed Fees: Here Be Dragons! (first published on Validatum)

Let us say at the outset that we are strong proponents of fixed fees, even in areas of work where they have not been particularly prevalent such as dispute resolution. We believe that they should be used much more than…