Toby Brown, Vincent Cordo

Law Firm Pricing

Strategies, Roles, and Responsibilities

• Broschiertes Buch

Produktbeschreibung

This report clearly defines the skills and responsibilities of the pricing director and will help law firms to develop strategic pricing.

Produktdetails

• Verlag: Globe Law and Business Limited
• Seitenzahl: 80
• Erscheinungstermin: 25. November 2013
• Englisch
• Abmessung: 276mm x 210mm x 5mm
• Gewicht: 218g
• ISBN-13: 9781783580958
• ISBN-10: 178358095X
• Artikelnr.: 63241120

Autorenporträt

By Toby Brown and Vincent Cordo

Inhaltsangabe

Executive summary ... V About the authors ...VII Acknowledgements ...IX
Chapter 1: Why a pricing role? ... 1 Chapter 2: The roles and
responsibilities of the pricing director ... 3 The fee conversation role
... 3 Case study: The fee conversation in action ... 4 The budget building
role ... 5 The profit modeling role ... 7 The counseling role ... 8 The
monitoring role ... 9 The approval role ... 9 The knowledge role ... 11 So
many roles... 12 Lateral evaluation - Future role? ... 12 Chapter 3:
Pricing and profitability ... 15 Law firm profitability ... 15 The profit
drivers ... 17 Why does this all matter? ... 20 Chapter 4: The importance
of a pricing strategy ... 23 Key law firm and client needs ... 24 Defining
quality ... 25 Important points to remember ... 26 What to do if hourly
rates are too high ... 26 Chapter 5: Developing the right pricing model
based on data ... 29 Know exactly what clients want ... 29 Should firms
create their own AFAs? ... 30 A pricing model based on the firm's tacit
data ... 33 Chapter 6: Engagement monitoring ... 37 How to monitor ... 37
Complications/variations ... 38 Tools and approaches ... 39 Conclusion ...
39 Chapter 7: Delivering the pricing message effectively to the client and
within the firm to gain buy-in ... 43 The client focus ... 43 Internal
support ... 45 Keeping your message crisp and compelling ... 45 What are
the benefits? ... 47 Chapter 8: Pricing technology ... 49 The impact of
technology ... 49 Differences in technology and technological advances ...
50 Disruptive technology ... 51 Technology caution: Build it and they will
not come ... 51 Chapter 9: Beyond finance ... 55 Value ... 55 Beyond the
status quo ... 56 Knowledge management redefined ... 57 Where does legal
project management fit with alternative fee arrangements? ... 57 What does
the client want to see? ... 58 Chapter 10: Pricing - A very challenging
role ... 61 Educate... 61 Motivate ... 62 Regulate ... 62 The three roles
together... 63 The practice knowledge challenge... 63 The gravitas factor
... 64 A legal pricing community ... 65 Chapter 11: Appointing the pricing
director and team ... 67 Moving forward ... 68 The main characteristics ...
69 Building the team ... 71 Measuring the time spent on monitoring the
matter versus pricing support ... 74