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