Domain: Business Development
This session will help both the pricing professionals and the marketing people in attendance frame pricing proposals in a context to which clients can relate. Discounts and fee collars are old news, and there will be plenty of sessions on alternative fees -- the magic is in communicating and collaborating with clients to differentiate your firm in the pricing process -- not just in the final number! The content will be based on hundreds of client interviews I have conducted and analyzed.
- Interact with current clients and prospects to determine how they define value. You will leave with a list of specific approaches and questions to ask.
- Train marketers and pricing professionals on how to persuade the lawyers (and others) of the importance of taking a more holistic approach to pricing.
- Describe steps needed to structure pricing
Jim Durham, GrowthPlay
Member Price: $59
Prospective Member Price: $79