Case Studies

Read examples of how Positive Pricing has assisted professional services firms to win more work, at higher prices while strengthening client relationships


A clear focus for Legal Project Management

Positive Pricing helped this global law firm, based in the US, to develop & successfully implement its Legal Project Management strategy (which had previously failed). The project was delivered in 6-8 weeks. The firm is now delivering its clients a more clearly defined & rigorous approach to projects, as well as higher profitability per project for the firm.

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Win More Work At Higher Prices

How do you transform the pricing capability of a firm with thousands of partners? How do you do this quickly, cost effectively and ensure the learnings stick? That was the challenge one of our clients sought to address.

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Where to start?

Positive Pricing was engaged to conduct a pricing review, to improve the financial performance of a large global firm. We identified a few centrally implemented changes, that in combination had a dramatic impact on the firm’s financial performance.

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First Mover Advantage

Positive Pricing helped this Asia-based law firm build a firm-wide approach to pricing, raising their commercial awareness, building confidence, fast-tracking new pricing initiatives, reducing write-offs and discounts and ultimately, improving client satisfaction and firm profitability.

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Time for an independent review

Positive Pricing was briefed to provide an independent assessment of the firm’s pricing and recommend new pricing strategies. While they were a premium firm, a key finding was that their pricing behaviour was not aligned to their market position. This case study explains how Positive Pricing helped the firm address these challenges and increase realized rates by 14% within 12 months.

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Positive-Pricing-Building pricing competence & confidence

Building pricing competence & confidence

Positive Pricing worked alongside this firm’s Pricing Director to train partners on how to negotiate fees more confidently. This resulted in an average 5% increase to average billing rates, more panel appointments and matters, and stronger relationships with high profile clients.

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When urgency meets scepticism

Positive Pricing was engaged to assist a large regional firm that wanted to increase profitability ahead of a planned merger. We worked with the executive team to identify and realize a number of quick win initiatives, including 11% increase in realized rates.

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Case Studies Building Commitment low res_Positive Pricing

Building Commitment

Positive Pricing were asked to assist a large firm to improve its pricing. To identify the opportunities – while simultaneously building ownership – we facilitated workshops for each practice group to develop a customized plan. The resulting 2-page pricing strategies focused on winning more work, at higher prices while improving client satisfaction.

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Cost-Effective Intervention Copy

Positive Pricing was given a tight budget to help this firm improve their pricing performance. Positive Pricing worked with the firm’s executive to prepare an intensive pricing training program for all partners and senior support staff. As a result, realized rates increased by 18% within 8 months.

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The Pricing Masterclass provided practical strategies to help us win work, analyse pricing risks, and promote value internally and externally. It presents all sides of the equation: clients, partners, back office, and more. We immediately capitalised on what we learned. Thanks for a fantastic and interactive workshop.

Peter Lane Secor
Director of Strategic Pricing and Project Management
Pepper Hamilton, Boston

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