Practical Innovations in Legal Pricing
Herausgeber: Bowes, Edward
Practical Innovations in Legal Pricing
Herausgeber: Bowes, Edward
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A comprehensive overview of the best practices in innovative pricing functions, offering insight into newest effective approaches to pricing that top firms are undertaking.
A comprehensive overview of the best practices in innovative pricing functions, offering insight into newest effective approaches to pricing that top firms are undertaking.
Produktdetails
- Produktdetails
- Verlag: Globe Law and Business Limited
- Seitenzahl: 108
- Erscheinungstermin: 1. Juli 2017
- Englisch
- Abmessung: 156mm x 234mm x 13mm
- Gewicht: 454g
- ISBN-13: 9781783582921
- ISBN-10: 1783582928
- Artikelnr.: 62120961
- Herstellerkennzeichnung
- Libri GmbH
- Europaallee 1
- 36244 Bad Hersfeld
- gpsr@libri.de
- Verlag: Globe Law and Business Limited
- Seitenzahl: 108
- Erscheinungstermin: 1. Juli 2017
- Englisch
- Abmessung: 156mm x 234mm x 13mm
- Gewicht: 454g
- ISBN-13: 9781783582921
- ISBN-10: 1783582928
- Artikelnr.: 62120961
- Herstellerkennzeichnung
- Libri GmbH
- Europaallee 1
- 36244 Bad Hersfeld
- gpsr@libri.de
Edited by Edward Bowes
Executive summary About the authors Chapter 1: The roles and responsibilities of the pricing director
The fee conversation role
The budget building role
The profi t modeling role
The counseling role
The approval role
The biggest caution - Client expectation setting
The knowledge role
So many roles Chapter 2: Executing on a pricing strategy - Critical challenges and lessons learned
Policies don't get the job done
Effective pricing requires making an organizational commitment
How do we mature our pricing effectiveness? Chapter 3: Pricing and salivating dogs
Rewarding poor behavior
Getting the right behavior
Re-engineering the meritocracy structure Chapter 4: It's all about expertise and outcomes 31
Why outcomes matter
Knowing what to do
Litigation
Workplace disputes and compliance
Mergers and other corporate transactions
Corporate housekeeping
Regulatory compliance
Unexpected opportunities
Ask the client
Run parallel systems Chapter 5: Designing an objective-oriented fee arrangement
Before designing the fee arrangement
Designing the fee arrangement
Law department perspective
Law fi rm perspective Chapter 6: Integration of the pricing and LPM functions 47
Objectives
Sequencing of steps
Differences and synergies
Integrating pricing and LPM Chapter 7: Pricing legal work is a two-way street
Market disruptions drive change... sometimes
Lower cost ineffi ciency is still ineffi ciency
What we really need is continuous improvement
Collaborative pricing
Getting there from here
Next steps for law departments
Next steps for law firms Chapter 8: Innovative pricing - The gap between clients' expectations and law fi rms' delivery
Innovative pricing approaches
What is innovation?
What does constitute innovative pricing and how do we achieve it?
Solutions
Scoping work
Where next for innovative client relationships Chapter 9: Componentized budgets for cost benefit analysis
What is componentized pricing?
Collecting componentized data
Using componentized data Chapter 10: Neurogenetics of pricing - Why fee discounts destroy client loyalty
Decision-making process
Role of relationships
Power of attachment
Discounting attachment
Neurogenetics of value
Neurogenetics purchase
Creating valuable client relationships
The fee conversation role
The budget building role
The profi t modeling role
The counseling role
The approval role
The biggest caution - Client expectation setting
The knowledge role
So many roles Chapter 2: Executing on a pricing strategy - Critical challenges and lessons learned
Policies don't get the job done
Effective pricing requires making an organizational commitment
How do we mature our pricing effectiveness? Chapter 3: Pricing and salivating dogs
Rewarding poor behavior
Getting the right behavior
Re-engineering the meritocracy structure Chapter 4: It's all about expertise and outcomes 31
Why outcomes matter
Knowing what to do
Litigation
Workplace disputes and compliance
Mergers and other corporate transactions
Corporate housekeeping
Regulatory compliance
Unexpected opportunities
Ask the client
Run parallel systems Chapter 5: Designing an objective-oriented fee arrangement
Before designing the fee arrangement
Designing the fee arrangement
Law department perspective
Law fi rm perspective Chapter 6: Integration of the pricing and LPM functions 47
Objectives
Sequencing of steps
Differences and synergies
Integrating pricing and LPM Chapter 7: Pricing legal work is a two-way street
Market disruptions drive change... sometimes
Lower cost ineffi ciency is still ineffi ciency
What we really need is continuous improvement
Collaborative pricing
Getting there from here
Next steps for law departments
Next steps for law firms Chapter 8: Innovative pricing - The gap between clients' expectations and law fi rms' delivery
Innovative pricing approaches
What is innovation?
What does constitute innovative pricing and how do we achieve it?
Solutions
Scoping work
Where next for innovative client relationships Chapter 9: Componentized budgets for cost benefit analysis
What is componentized pricing?
Collecting componentized data
Using componentized data Chapter 10: Neurogenetics of pricing - Why fee discounts destroy client loyalty
Decision-making process
Role of relationships
Power of attachment
Discounting attachment
Neurogenetics of value
Neurogenetics purchase
Creating valuable client relationships
Executive summary About the authors Chapter 1: The roles and responsibilities of the pricing director
The fee conversation role
The budget building role
The profi t modeling role
The counseling role
The approval role
The biggest caution - Client expectation setting
The knowledge role
So many roles Chapter 2: Executing on a pricing strategy - Critical challenges and lessons learned
Policies don't get the job done
Effective pricing requires making an organizational commitment
How do we mature our pricing effectiveness? Chapter 3: Pricing and salivating dogs
Rewarding poor behavior
Getting the right behavior
Re-engineering the meritocracy structure Chapter 4: It's all about expertise and outcomes 31
Why outcomes matter
Knowing what to do
Litigation
Workplace disputes and compliance
Mergers and other corporate transactions
Corporate housekeeping
Regulatory compliance
Unexpected opportunities
Ask the client
Run parallel systems Chapter 5: Designing an objective-oriented fee arrangement
Before designing the fee arrangement
Designing the fee arrangement
Law department perspective
Law fi rm perspective Chapter 6: Integration of the pricing and LPM functions 47
Objectives
Sequencing of steps
Differences and synergies
Integrating pricing and LPM Chapter 7: Pricing legal work is a two-way street
Market disruptions drive change... sometimes
Lower cost ineffi ciency is still ineffi ciency
What we really need is continuous improvement
Collaborative pricing
Getting there from here
Next steps for law departments
Next steps for law firms Chapter 8: Innovative pricing - The gap between clients' expectations and law fi rms' delivery
Innovative pricing approaches
What is innovation?
What does constitute innovative pricing and how do we achieve it?
Solutions
Scoping work
Where next for innovative client relationships Chapter 9: Componentized budgets for cost benefit analysis
What is componentized pricing?
Collecting componentized data
Using componentized data Chapter 10: Neurogenetics of pricing - Why fee discounts destroy client loyalty
Decision-making process
Role of relationships
Power of attachment
Discounting attachment
Neurogenetics of value
Neurogenetics purchase
Creating valuable client relationships
The fee conversation role
The budget building role
The profi t modeling role
The counseling role
The approval role
The biggest caution - Client expectation setting
The knowledge role
So many roles Chapter 2: Executing on a pricing strategy - Critical challenges and lessons learned
Policies don't get the job done
Effective pricing requires making an organizational commitment
How do we mature our pricing effectiveness? Chapter 3: Pricing and salivating dogs
Rewarding poor behavior
Getting the right behavior
Re-engineering the meritocracy structure Chapter 4: It's all about expertise and outcomes 31
Why outcomes matter
Knowing what to do
Litigation
Workplace disputes and compliance
Mergers and other corporate transactions
Corporate housekeeping
Regulatory compliance
Unexpected opportunities
Ask the client
Run parallel systems Chapter 5: Designing an objective-oriented fee arrangement
Before designing the fee arrangement
Designing the fee arrangement
Law department perspective
Law fi rm perspective Chapter 6: Integration of the pricing and LPM functions 47
Objectives
Sequencing of steps
Differences and synergies
Integrating pricing and LPM Chapter 7: Pricing legal work is a two-way street
Market disruptions drive change... sometimes
Lower cost ineffi ciency is still ineffi ciency
What we really need is continuous improvement
Collaborative pricing
Getting there from here
Next steps for law departments
Next steps for law firms Chapter 8: Innovative pricing - The gap between clients' expectations and law fi rms' delivery
Innovative pricing approaches
What is innovation?
What does constitute innovative pricing and how do we achieve it?
Solutions
Scoping work
Where next for innovative client relationships Chapter 9: Componentized budgets for cost benefit analysis
What is componentized pricing?
Collecting componentized data
Using componentized data Chapter 10: Neurogenetics of pricing - Why fee discounts destroy client loyalty
Decision-making process
Role of relationships
Power of attachment
Discounting attachment
Neurogenetics of value
Neurogenetics purchase
Creating valuable client relationships