Positive-Pricing-Masterclass

Un-Boxing the Cost of Legal Services

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July 14, 2021 @ 3:00 pm - 4:00 pm AEST

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 Founders, Colin Jasper and Stuart Dodds.

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

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).

    • This event has passed.

    July 14, 2021 @ 3:00 pm - 4:00 pm AEST

    Negotiating for value is difficult, which is why it’s critical to have reliable market data at your disposal guiding every step of the buying process.   In real estate transactions, appraisers use comparative market analysis (CMA) to drive cost. Much of the data supporting CMA is publicly available in major online marketplaces, such as Zillow and Realtor.Com.  Could the same model work for legal services?

    Join Colin Jasper and a panel of legal spend experts from both sides of the equation (buyers & sellers) as they identify the latest buyer trends, core metrics, and negotiating techniques that drive the most value for all sides.

    This presentation includes:

    • latest buyer trends
    • core metrics
    • negotiating techniques

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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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