Having Better Pricing Conversations – Focusing on Value

Name: Having Better Pricing Conversations – Focusing on Value
Start: 2020-11-11T11:30:00+00:00
End: 2020-11-11T13:30:00+00:00

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November 11, 2020

Why you must attend

The Masterclass is designed to a) develop the pricing capability of participants and b) to help identify specific pricing opportunities that can be immediately realised by their firm.

What will I learn?

A comprehensive understanding of pricing theory related to professional services.
Leading pricing practices within the professional service market.
Credibly demonstrate value and increase price-setting discretion.
How to successfully price projects.
Pricing tactics designed to minimise competition.

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How Will My Firm Benefit?

Identify and prioritize opportunities to improve your firm's pricing outcomes.
Identify methods of building your firm's pricing capability.
Explore numerous case studies of how firms have significantly improve their pricing outcomes.

Who attends this program?

Positive Pricing's masterclasses are attended by most of the leading firms in the US, Europe and Asia.

For example, more than 70 percent of the AmLaw100 firms have attended our program.

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How Do I Register?

To enrol with a credit card, book tickets at the bottom of the page.

If you need an invoice, get in touch to confirm the payment & details.

If you would like to learn more, get in touch - we're happy to answer your questions.

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Exceptional presentation. The manner in which they were able to impart knowledge using real life examples and in class exercises was refreshing. Well done!

Kevin Bielawski

Director of Legal Operations

Husch Blackwell

This Masterclass is a “must-attend” session for anyone serious about pricing professional services -- whether they are a pricing, marketing or finance professional.

John Ferko

Chief Operating Officer

Richards, Layton & Finger, P.A., Baltimore

I have known Stuart for many years and consider him one of only a small handful of ‘true’ legal pricing professionals worldwide. The Legal Pricing Masterclass Stuart and Colin run is a highly practical and engaging 2-day course that covers everything from the basics right through to sophisticated strategic pricing approaches and everything in between, culminating in the individual development of relevant measures that attendees can implement at their organization as soon as they are back in the office.

Ilan Hanohov

Director Clients, Marketing & Communications

Gleiss Lutz, Frankfurt

This was a very informative class on Pricing!! Stuart and Colin had the class totally engaged for the 2 days. I would highly recommend this class to all pricing specialists and to the executive management teams that approve the pricing metrics!!!!

Allan Rabinowitz

Manager of Pricing and Practice Analysis

Arnold & Porter Kaye Scholer LLP, New York

The couple of days spent in the pricing masterclass had a very high ROI. The materials and takeaways were relatable and directly applicable, and the education was delivered in an efficient, organized, and focused manner.

Eddie Raychaudhuri

Chief Pricing Officer

Simpson, Thacher & Bartlett, New York

I have attended a variety of training sessions for pricing professionals since 2008. None compares to the Pricing Masterclass. The content in extends well beyond the training that one typically receives in a one-day class. The practical approach to addressing some of the most challenging issues in professional services pricing is invaluable for any pricing professional. I highly recommend this class for any pricing professional, beginner or advanced.

Hushman Cott

Chief Strategic Pricing Officer

Covington & Burling LLP, Washington, DC

Program structure

Currently, the masterclass is a virtual event held across 4 half days, each with 2 sessions.
Historically, the masterclass was a two-day program, run twice a year in the US, twice a year in London and twice a year in other locations rotated around the globe.
Each group is capped at 40 seats so the facilitators can fully attend to each participant.
The workshop is led by Positive Pricing's founder, Colin Jasper.

Program Overview

Session 1: Contemporary pricing theory as it relates to professional service firm
Session 2: Price positioning and pricing structures
Session 3: Assessing costs and competition
Session 4: Competing on superior value
Session 5: Improving the creation and management of estimates
Session 6: Pricing to win contested bids
Session 7: Leading pricing practices within professional service firms
Session 8: Improving your firm’s pricing outcomes

Learning outcomes

Understand the various components of pricing and how leading firms are managing each area to improve pricing outcomes
Confidence in how to manage pricing negotiations in a manner that achieves your goals while strengthening client relationships
Expertise in how to price to win work and improve your profitability
Knowledge of how to manage and drive improved pricing outcomes within your firm

Presenter

Colin Jasper

Principal

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Background

Colin has consulted to professional services firms since 1997, when he joined the Australian consulting firm, Beaton. As a Principal of Positive Pricing, he’s worked over 70% of the AmLaw 100 and most of the leading accounting, engineering and consulting firms across Asia, the UK and the US.

Colin is a keynote speaker at conferences in the UK, US, China, Singapore, Malaysia and Australia, frequent contributor to professional journals and publications, and guest lecturer at numerous universities and business schools.

He has a MBA from Melbourne Business School and is Fellow of the College of Law Practice Management. In 2019, he was recognized as one of the legal educators of the year by the True Value Partnering Institute.

Stuart J. T. Dodds

Principal

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Background

Stuart was one of the first and longest serving pricing and legal project management directors in the legal industry, first with Linklaters and latterly with Baker McKenzie. Since co-founding Positive Pricing, he has subsequently worked with over 40 leading professional services firms.

Previously Stuart worked as a management consultant for 18 years (the majority of which with Andersen Consulting/ Accenture) in a variety of strategy, supply chain and procurement-facing roles across many industry sectors.

He is a sought after speaker at conferences, extensively quoted in pricing and project management publications, and author/ editor of two books on legal pricing and project management (‘Smarter Pricing, Smarter Profit’ and ‘Pricing On the Front Line’, both published by the American Bar Association), and has also contributed chapters to a number of ARK Group publications, including ‘Emerging Approachers to Law Firm Profitability’ and ‘Adjusting the Numbers: The Future of Finance in Law Firms’.

Stuart is a Certified Pricing Professional (CPP), is Fellow of the College of Law Practice Management and was the first recipient of the True Value Partnering Institute’s Accredited Legal Pricing Professional accreditation (ALPP).

This event has passed.

November 11, 2020 @ 11:30 am - 1:30 pm GMT

Join Stuart Dodds at New Law Media for the next LegalTech Talks as he moderates masterclasses that offer you learn expert advice to support pricing strategies, revenue growth, finance, cost reduction and risk management.

LegalTech Talks Date and Times:

11th November (virtual): 11:30 am – 1:30 pm (GMT)
24th November (virtual): 11:30 am – 1:30 pm (GMT)
9th December (Southampton): 2:00 pm – 4:00 pm (GMT)

Need an engaging and informative speaker on pricing for your next event? Contact us today.

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

Having Better Pricing Conversations – Focusing on Value

Why you must attend

What will I learn?

How Will My Firm Benefit?

Who attends this program?

How Do I Register?

Program structure

Program Overview

Learning outcomes

Presenter

Colin Jasper

Principal

Background

Related

Stuart J. T. Dodds

Principal

Background

Related

November 11, 2020 @ 11:30 am - 1:30 pm GMT

Related

Need an engaging and informative speaker on pricing for your next event? Contact us today.