Category Archives: Pricing
How are pricing and negotiation linked?
A lot of professionals struggle to fully understand the link between pricing and negotiation. Here are some thoughts to help understand how pricing and negotiations are linked. The challenge Many professionals find it difficult to … Continue reading
Posted in Fee Management, Negotiation Fundamentals, Pricing
Tagged fee management, Fee negotiation, logic, Perspective, pricing, process, Value claiming, value creating
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Pitching without pricing – a form of madness
Why pitching without good pricing is a form of madness and harmful to a firm Continue reading
10 concepts for better pricing
To get the year off to a good start here are 10 concepts for better pricing to improve fees. 1.There is more to pricing than just the price Don’t forget that pricing does not … Continue reading
Brilliant perspective on the PSF pricing challenge
Great graphic illustrating the challenges of PSF pricing Continue reading
Posted in Opinion, Pricing, Profit improvement
Tagged competition, differentiation, Negotiation challenge, Perspective, pricing, Realtionships
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Why the hourly rate will not disappear soon
Many commentators in the PSF world, particularly the legal sector, have predicted the demise of the hourly rate in favour of Alternative Fee Arrangements (AFAs). Their main arguments being that clients were no longer willing … Continue reading
Posted in Opinion, Pricing, Profit improvement
Tagged AFAs, fee management, hourly rate, resistance to change
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Funny video on hourly billing
Came across this funny video on hourly billing some time ago and have now been able to track it down
