Pricing Case Studies

Our fictional, but realistic Pricing Case Studies give you deeper insight into all aspects of pricing legal services:

• Cases on Pricing strategy
• Cases on Pricing tactics
• Cases on Pricing negotiations
• Cases on Implementation

Pricing Master Class 

We look at pricing from both the client's as well as the provider's view. Access the slides, recordings, and reading materials for each module:

• Module 1 - Procurement Strategy and Scope of Work – collaboration strategy between Procurement and Legal; better forecasting multi-year demand for legal services including complex work; balancing competence, coverage and cost objectives, and moving past relationship-based sourcing of legal services to strategic collaboration with law firms

• Module 2 - RFPs, Invitations for Strategic Partnering and Evaluating Proposals – approaching the market for the third time in 10 years; effective Q&As for sourcing; selection criteria; reducing the number of firms yet again nationally and globally; streamlining the sourcing process
• Module 3 - Non-Hourly Fee Arrangements and Negotiations to Arrive at a Fair Price – multi-year work allocation to firms; abandoning hourly-based fee arrangements; fees for performance and innovation; two-step negotiations; ensuring that legal departments and law firms invest in innovation to climb out of the hourly rut
• Module 4 - Why ROIs and LPMs Matter; Managing the Transitions; and Innovation – why records of instruction and legal project management are pre-requisites for AFAs; linking fees to innovation to improve results and service and to reduce costs; how best to drive change once the negotiations are over

Access the Pricing Master Class materials here