Domains: Business of Law, Client Services

"Can I buy a bunch of 6-minute units from you?” asked no client ever! And yet we persist in framing the conversation and encouraging clients to do so in these very terms. Clients don't buy six-minute units any more than we walk into a travel agent and ask if we can buy 90 minutes on a plane. Clients buy outcomes, results, reassurance, peace of mind. The six-minute unit is a management distraction.

In this session, we will explore in real-world terms with case studies, what truly entrepreneurial pricing looks like, why it is essential to uncouple production cost from the client's perception of the value they are getting, and how this can result in not only enhanced profitability, but also immensely satisfied clients grateful to firms that are genuinely willing to align both party’s commercial interests.

Topics Include:

• Revisit what clients actually buy and the fundamental distinction between inputs and outputs
• Gain insights into what entrepreneurial pricing looks like
• Examine a number of real-world case studies and their outcomes

Presenter:
Richard Burcher, Validatum (UK) Limited

Member Price: $59
Prospective Member Price: $79