Pricing Roundtable

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September 24, 2020 @ 9:00 am - 11:00 pm AEST

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Why you must attend

Pricing in the professions is relatively new and constantly evolving. Clients expect firms to negotiate a good deal, competitors are vying to win your business and partners expect profitable work and long-term relationships. As a pricing professional, you are often busy reacting to the urgent demands but when do you have time to reflect and ask, “could we price better?

What to expect

Positive Pricing’s Roundtable provides a regular one day forum, away from the office, that allows you to discuss, think and plan the best pricing strategies for your firm and learn from a cohort of like-minded pricing professionals.

Who attends this program

Positive Pricing’s Roundtables are designed for Pricing Directors and their teams. They are focused on pricing in the legal profession and are held in Europe and North America. You will join a cohort of like-minded pricing professionals who are grappling with similar challenges. 

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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

The pricing masterclass offered by Colin and Stuart was incredibly informative. The wisdom imparted at the class had immediate impact at my firm. The ROI is very tangible! I highly recommend this class to anyone working on value pricing in the legal industry.

Christopher McLeroy
Director of Legal Project Management
Hanson Bridgett LLP, San Francisco

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

Program structure

Positive Pricing runs three Roundtables to support pricing professionals. They are full day programs held every six-months, typically in the Spring and Autumn/ Fall.

  • Legal Pricing Roundtable (New York)
  • Legal Pricing Roundtable (London)
  • Legal Project Management Roundtable (London)

Each program involves three to four plenary sessions, plus multiple roundtable discussions and networking opportunities. They are facilitated by Positive Pricing’s Principals, Stuart Dodds & Colin Jasper together with regular guest speakers drawn from recognized thought leaders in the area.

Chatham House rules apply to create and encourage the best environment for frank conversations with your peers.

  • Introductions to the cohort
  • Plenary session 1
  • Plenary session 2
  • Roundtable discussion 1
  • Networking lunch
  • Plenary session 3
  • Themed table discussion
  • Roundtable discussion 2

Learning outcomes

  • Learn the most recent approaches to pricing across North America, Europe, the United Kingdom & Asia
  • Expand your mastery of pricing theory and practice
  • Connect with a cohort of like-minded pricing professionals

Presenters

  • 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

    Connect On LinkedIn Get In Touch

    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).

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    September 24, 2020 @ 9:00 am - 11:00 pm AEST

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    Law-Vision

    Legal Pricing Roundtables are held in collaboration with Law Vision.

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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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