Positive Pricing offers a range of in-house workshops to improve your firm's pricing confidence and competence so you can win more work at higher prices while improving client satisfaction.
Our workshops are designed to develop both the capabilities and the confidence of partners in the area of pricing. The objectives of each workshop are outlined below.
Many partners feel uncomfortable pricing their services. Building their knowledge in the field can improve their confidence. This session covers:
To avoid competing on price, firms must compete on value. This session focuses on credibly demonstrating the value we deliver to clients. It covers:
When partners struggle to win work at rates targeted by their firms, the common response is to offer a bigger discount. This significantly impacts on the profitability – and viability – of the practice. Rather than win work at discounted prices, partners need to know how to win work at premium prices. This session covers:
Most sophisticated clients seek estimates from firms and are increasingly treating these estimates like capped fees. This session covers:
Clients are regularly seeking more innovative pricing arrangements from firms and yet they are often disappointed with the response. This session covers:
Increasingly large clients are requiring firms to submit bids in order to win projects. While tender success can be essential to ensuring a regular flow of work, the pricing of bids may significantly restrict the profit potential of the firm. This session covers:
Clients are under pressure to contain and reduce their budgets. Not surprisingly, they are increasingly negotiating fees with firms. This session covers:
Mid-market firms often feel their pricing is constrained both by the high levels of competition from direct competitors and by premium firms competing aggressively in their space. This session covers:
This year shapes as an important year for firms to get their pricing right. With the market in turmoil, the likelihood of strong demand and clients under cost pressure it’s creating the perfect storm. This session covers:
A recent report described client experience “as the new frontier on which law firms are competing.” To enhance the client experience firms need to make all interactions with clients – from engagement through to invoicing – as seamless and positive as possible. Unfortunately, research indicates that the primary issues damaging the client experience are all pricing related. This session covers:
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