Richard Burcher
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Richard Burcher's Discussions

Abdication of Pricing Responsibility: Whose Money Is It Anyway?

Started Aug 20, 2012 0 Replies

How many businesses do you know where the employees are given a broad mandate to set the price of the products or services?  Would you invest as a shareholder in a business where the profitability…Read More

 

Richard Burcher's Profile

Latest Activity

Richard Burcher posted a blog post

Unbundling: The New/Old Kid On The Block

Unbundling as a service delivery and price modulation strategy is as old as the hills: for everyone but law firms.  Quite a bit has been written about it recently  (eg. Legal Futures and Law Society Gazette) but sadly, it is another example of how our…See More
Friday
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Richard Burcher posted a blog post

I Want a Discount! That’s Nice, Do You Really?

This blog draws on our extensive experience and it also references a 2012 published interview with Susan Hackett, former Senior VP and General Counsel of the American Association of Corporate Counsel, in which she was asked, “What do you do when your client asks you to cut your fees?” What Are They Really Asking For?A couple of weeks ago, a partner in a large London City firm we have been working intensively with, recounted a discussion with a client about a very small job he had been asked to…See More
Mar 15
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A discussion started by Richard Burcher was featured

Abdication of Pricing Responsibility: Whose Money Is It Anyway?

How many businesses do you know where the employees are given a broad mandate to set the price of the products or services?  Would you invest as a shareholder in a business where the profitability fluctuated at the whim of often mid-level or even junior staff?Read more....See More
Aug 21, 2012
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Richard Burcher posted a discussion

Abdication of Pricing Responsibility: Whose Money Is It Anyway?

How many businesses do you know where the employees are given a broad mandate to set the price of the products or services?  Would you invest as a shareholder in a business where the profitability fluctuated at the whim of often mid-level or even junior staff?Read more....See More
Aug 20, 2012
0 Comments
Richard Burcher replied to Lee Curtis's discussion Do value adds really add value?
"A very good question Lee. You would appreciate better than most that this is a pricing question because the issue of value is only relevant in the context of what the client is being asked to pay. The first question to ask is 'what is…"
Aug 20, 2012
Caroline Tremlett liked Richard Burcher's blog post FREE FIRST INTERVIEW - clever marketing or barking mad value destroyer
Aug 20, 2012
A blog post by Richard Burcher was featured

FREE FIRST INTERVIEW - clever marketing or barking mad value destroyer

FREE FIRST INTERVIEW - clever marketing or barking mad value destroyerMany legal practitioners offer prospective clients a free initial interview. Some do it because they perceive that it is a…See More
Aug 10, 2012
0 Comments
Richard Burcher posted a blog post

FREE FIRST INTERVIEW - clever marketing or barking mad value destroyer

FREE FIRST INTERVIEW - clever marketing or barking mad value destroyerMany legal practitioners offer prospective clients a free initial interview. Some do it because they perceive that it is a…See More
Aug 10, 2012
0 Comments
Latika Vaish left a comment for Richard Burcher
"Thanks much, for the invitation to join your group on linkedin and your webpage.  Looking forward for some great discussion, to add value to each others knowledge."
Jul 19, 2012
Richard Burcher is now friends with Latika Vaish and David Winch
Jul 18, 2012
Richard Burcher posted a blog post

‘Value Pricing’ – Capitalist Acts Between Consenting Adults

You've got to be joking!I have heard value pricing variously described as ‘what the client will stand’, ‘making up a figure’, ‘hourly billing plus some more’, ‘ask the client what they think it is worth’ etc.  Firms are deluded if they think that their future lies in this sort of approach, lacking as it does, any honesty, integrity or rigour.Modern legal services pricing should be about the optimal alignment of the fee and the clients’ perception that they have received fair value and the…See More
Jul 13, 2012
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Richard Burcher posted a blog post

What Distinquishes Top Fee Negotiators From the Rest? - Mindset

In my last post 'I Don’t Give a Tinkers Cuss About Value – I Just Want the Lowest Price!',I dealt with the importance of qualifying the purchasing client and developing a deep understanding of their drivers; drivers that they articulate and are genuine about, those that they articulate but which are frankly, disingenuous and those that they don’t share with you at all…See More
Jul 7, 2012
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Andy Szebeni commented on Richard Burcher's blog post I Don’t Give a Tinkers Cuss About Value – I Just Want the Lowest Price!
"Richard, Don't pull your punches! Absolutely: all business relationships need to be win:win:win to be sustainable. That is Negotiation 101. That said, plenty of firms have enterred into such business relationships even in the past as much as…"
Jun 29, 2012
Richard Burcher commented on Richard Burcher's blog post I Don’t Give a Tinkers Cuss About Value – I Just Want the Lowest Price!
"Appreciate the support and feedback Andy.  There is no doubt that firms need some help to deal with these procurement antics.  I have no problem with law firms being required to drive some efficiencies into the way they do work.  That…"
Jun 29, 2012
Andy Szebeni commented on Richard Burcher's blog post I Don’t Give a Tinkers Cuss About Value – I Just Want the Lowest Price!
"Richard,A superb piece on how to respond to tender situations. Can I absolutely agree with: "Either way, you are probably on a hiding to nothing. My advice; run a mile and let some other mug ‘win’ the work." In recent…"
Jun 28, 2012
Richard Burcher posted a blog post

I Don’t Give a Tinkers Cuss About Value – I Just Want the Lowest Price!

In recent weeks, I have been hearing more and more concerns from firms that are struggling to deal with commercial clients such as banks and other large corporates who at least outwardly eschew all attempts to develop a relationship, add value and differentiate the offering. They are simply telling firms that they are either the lowest bidder or they’re ‘out on the street’. As one colleague put it to me a few nights ago; “How the hell do you deal with that attitude – your value billing mumbo…See More
Jun 23, 2012
3 Comments

Profile Information

Law Firm or Company Name
Validatum Limited
Type of Member
Lawyer, Other
Area(s) of Practice
Legal Pricing Consultant
Website
http://www.validatum.com
Twitter Page
http://@validatum
Phone Number
+64-2198-2290

Richard Burcher's Blog

Unbundling: The New/Old Kid On The Block

Posted on May 17, 2013 at 11:42 0 Comments

Unbundling as a service delivery and price modulation strategy is as old as the hills: for everyone but law firms.  Quite a bit has been written about it recently  (eg. Legal Futures and Law Society Gazette) but…

Read More

I Want a Discount! That’s Nice, Do You Really?

Posted on March 15, 2013 at 17:00 0 Comments

This blog draws on our extensive experience and it also references a 2012 published interview with Susan Hackett, former Senior VP and General Counsel of the American Association of Corporate Counsel, in which she was asked, “What do you do when your client asks you to cut your fees?”

 What Are They Really Asking For?

A couple of weeks ago, a partner in a large London City firm we have been working intensively with, recounted a discussion with a client…

Read More

FREE FIRST INTERVIEW - clever marketing or barking mad value destroyer

Posted on August 10, 2012 at 22:30 0 Comments

FREE FIRST INTERVIEW - clever marketing or barking mad value destroyer

Many legal practitioners offer prospective clients a free initial interview. Some do it because they…

Read More

Run it Past the Firms’ Pricing Manager - 'The Firms’ What?'

Posted on July 21, 2012 at 22:39 0 Comments

For the legal profession, a new breed is very slowly emerging – the Pricing Manager/Pricing Director.  As pricing analysis, policy and strategy becomes increasingly important for firms competitiveness and profitability, they are looking for increased expertise in the area.  This is proving to be a huge challenge because the skill-set for the role is a rather unique one, falling as it does in a sort of no-man’s land between finance, business analytics, business development, marketing, sales…

Read More

Comment Wall (4 comments)

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At 9:41 on July 19, 2012, Latika Vaish said…

Thanks much, for the invitation to join your group on linkedin and your webpage.  Looking forward for some great discussion, to add value to each others knowledge.

At 13:47 on April 3, 2012, Michael Webster said…

Good article on working for free.  

Michael Webster

At 9:23 on January 18, 2012, Kerry Quinn said…

BTW I like your blog - it made me laugh, somewhat controversial. 

At 9:21 on January 18, 2012, Kerry Quinn said…

Good morning Richard,

Thanks for accepting my friend request. My  twitter account is @QuinnWilsonUK. I have followed you :) 

Regards

Kerry

 
 
 

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