Practical Methods to Master Value Pricing for Legal Services
You know all about the billable hour and have heard of its demise again and again. But are you ready for the new landscape of legal service pricing?
Value is the new mantra of clients and smart firms are taking heed!
Now’s the time to gain the crucial advice and strategies required to implement real value pricing for law firm services. This must-attend audio conference will further your knowledge of the most complex of the Four Ps of marketing — Price.
During this practical how-to event, industry expert, Ron Baker of VeraSage Institute, will explain:
- How to prepare for and conduct a fixed price agreement meeting
- How to figure out what a client’s real expectations are
- Which questions to ask the client and yourself before establishing price
- Best practices for dealing with client price psychology and overcome pricing emotions
- How to determine when Change Orders are necessary
- How to negotiate a Change Order for maximum pricing and client delight
- Establish a profit-optimizing price for each client
By the end of this critical session, you’ll also know more about:
- The critical link is between Total Quality Service and premium pricing
- Menu Pricing, as used in various firms
- The importance of a Service Guarantee to command premium pricing
Ronald J. Baker, Founder, VeraSage Institute
Ronald J. Baker started his career in 1984 with KPMG’s Private Business Advisory Services in San Francisco. Today, he is the founder of VeraSage Institute, the leading think tank dedicated to educating professionals around the world.
As a frequent speaker, writer, and educator, his work takes him around the world. He has been an instructor with the California CPA Education Foundation since 1995 and has authored fifteen courses for them.
He is the author of six books, including: Professional’s Guide to Value Pricing; The Firm of the Future: A Guide for Accountants, Lawyers, and Other Professional Services, co-authored with Paul Dunn; Pricing on Purpose: Creating and Capturing Value; Measure What Matters to Customers: Using Key Predictive Indicators; and Mind Over Matter: Why Intellectual Capital is the Chief Source of Wealth; and his latest book published in December 2010, Implementing Value Pricing: A Radical Business Model for Professional Firms.
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|CD and Event Materials
Your CD recording includes the complete audio conference presentation, audience Q&A and presentation materials.
C4CM provides audio conference attendees with CLE credit processing services. To expedite C4CM processing your CLE request, please complete and submit the evaluation form available from C4CM at the conclusion of the audio conference. It will be necessary to enter the following information: name of each attorney requesting CLEs with full contact information, including e-mail address, bar number, and the state in which the attorney wants credits. Each attorney requesting credits must submit an evaluation.
Please be advised C4CM audio conferences are subject to approval from each CLE issuing organization and approval is not guaranteed (state bar associations in Delaware, Indiana, Kansas, Ohio, and Pennsylvania do not grant CLE credits for audio conferences). The approval process takes approximately 6 - 8 weeks for most organizations but can take as long as 3 - 4 months. You will be notified via e-mail with the final status of your CLE application.
Any person applying for CLE credits must attend the audio conference from start to finish (attendance will be taken for compliance reasons). Requests for CLE credits must be received no later than two weeks following the conclusion of the audio conference or live conference. CLE credits are not available for CD recordings.
If you have any questions regarding CLE credits, contact Jill Adler at 631.368.2082 x 21 or firstname.lastname@example.org.
Each C4CM event presents a variety of information and is presented for each organization to develop its own approach and methodology.