Foundations of Legal Pricing Workshop

January 08, 2020
1:00 PM EST - 5:00 PM EST
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1 Hotel South Beach
2341 Collins Ave
Miami, FL 33139
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Are you are a law firm managing partner, practice group leader or partner with a significant book of business watching your top line revenue being impacted by discounting and profits being eroded as clients push on price? Perhaps you sit in the C-Suite of a law firm looking to add this profit enhancing capability and you want to become better educated on law firm pricing, so you can either add it as an additional discipline to your existing department or help guide your firm on developing it as a stand-alone function?

Join fellow C-Suite and law firm leaders at this immersive and in-depth primer on legal pricing theory conducted by one of the world's top law firm pricing experts, Kevin Doolan, who teaches the legal pricing case study at Harvard and coaches partners at many top law firms on this subject.

In this workshop, we will explore the fundamental forces that underpin the pricing of services in order to understand what types of prices create the best outcomes (for you and for the client). We will spend time understanding the difference between transactional “gun for hire” situations and those where a real relationship has been created with the client. What are the advantages and disadvantages of each approach? Negotiation, by the client or third parties like Procurement, plays an increasingly important role in the actual price achieved, so attention will also be given to negotiation tactics – what works and what doesn’t, understanding your strengths and weaknesses. We will also provide guidance on how law firms have built pricing capabilities so you learn from the very best and what works.

After immersing yourself in the world of legal pricing, participants are invited to connect with the pros at the INTERSECT2020 Welcome Reception atop South Beach's largest rooftop pool overlooking Miami, where cocktails and heavy hors d'ouvers will be served.  

About the Instructor:

An ex-UK premier law firm partner who sat on its management committee and developed its client focus initiative before moving into law firm pricing coaching. Kevin also teaches both the Pricing and Business Development case studies at Harvard Law, Masters in International Management Program at London School of Economics and executive education at Moller Institute the professional education arm of Churchill College at Cambridge University. Kevin’s book “The Financial Times Guide to Professional Services Pricing” is a must read for all legal pricing professionals and Kevin taught the Pricing Master Class at the recent P3 conference. During his time as Head of Client Relations at the UK law firm, Kevin negotiated the terms of their ground breaking arrangement with Tyco and served as their first client partner. Under this deal, the law firm replaced 282 firms to be the sole law firm providing legal services across Europe, the Middle East and Africa with an innovative fee arrangement.

Who Should Attend?

This workshop will be designed specifically for C-Suite professionals (e.g., CFOs, CMOs and other Senior Directors) and for other law firm leaders, such as Managing Partners or members of law firm executive committees, looking to sharpen their skills or interested in learning more about how firms are driving word-class pricing operations. 

About INTERSECT:

Set against a tropical Miami backdrop in early January and carefully designed to offer attendees a truly dynamic and intimate experience, the event has quickly become a “can’t miss” for those at the top of the professions.  Surrounded by a series of high-end networking activities, the meeting itself is filled with two days of advanced and highly immersive education in pricing theory, negotiation, change management, and various other related topics led by some of the industry’s foremost educators, including professors from Harvard and Cambridge Universities.  The format is unlike most legal conferences in that it is largely centered around active participation -- all attendees will spend the entire meeting engaging in the exchange of thought leadership and forging long-lasting relationships with their peers.  This is why only the top executives of our member organizations -- the Chiefs and Directors -- are invited to participate.  For more information in INTERSECT, visit the event page here.

Tickets

$895.00 Foundations of Legal Pricing Workshop
$695.00 Earlybird rate before November 30