Sponsored by: LMA Education Advisory Council
Domains: Business of Law & Client Services
BoK Competencies: Pricing and Profitability & External Client Communications and Feedback
As 2021 kicks off, budgets and costs are top concerns for legal buyers. Frequently, this means an increase in rate pressure and demand for discounts. This session will focus on how law firms can reframe the conversation around pricing to focus on what clients truly value: efficiency, predictability in costs, and appropriate staffing. This is an opportunity for you—and your lawyers—to learn.
Learning Outcomes:
- Identify how clients think about different law firm pricing models—and hear directly from clients on where they find value
- Discuss what clients need to know about your approach when you’re talking about rates and how do you tie this to the value your work provides
- Learn how to comfortably discuss financial consideration with clients so that the needs of the firm and the clients are being met
- Identify what firms are doing differently when it comes to pricing and having these conversations with clients
Presenters:
Alex Dimitrief, Partner, Zeughauser Group
Gregory Jordan, General Counsel & Chief Administrative Officer, The PNC Financial Services Group
Tony Licata, Chief Operating Officer, Morgan Lewis
Mary K Young, Partner, Zeughauser Group (moderator)
Price:
Members: Complimentary
Prospective Members: $79