Justifying your Firm’s Pricing: How to demonstrate your value

We spoke with Colin Jasper about how law firms can justify their fees and how BD teams can demonstrate this value in firm collaterals.  Colin will help us better understand the pricing process. 

As Principal at Positive Pricing, Colin helps professional services firms win more work, at higher prices, while improving client satisfaction.

Discussion covers

• What good pricing looks like and the process
• Hourly rates and when to use them
• Avoiding pricing to the bottom
• Demonstrating value in proposals
• The number one pricing strategy firms aren't using
• Constructing pricing options
• Avoiding invoice shock

Roundtable session covers

• GCs role in procurement
• Pricing negotiation tactics
• Being proactive in pricing
• Costing versus pricing
• $12,599 vs $12,500
• Pricing across geographies
• Getting clients to name their price
• Dealing with discount requests