Businessman Speaking

Pricing and profitability

magazines|

Can law firms change the way they win business?

GET YOUR COPY NOW

DOWNLOAD

WHAT'S INSIDE?

ISSUE IN BRIEF

Can you price a product if you don’t know what it costs to make or deliver?
Ask anyone in any business that and they would think you were mad. So why has legal done it for so long?

This edition of Briefing is all about the rise of the new BD – pricing, profitability and project management. That’s why we interviewed Kevin Doolan, head of client relations at Eversheds, whose work on the firm’s Tyco deal garnered so much attention.

 

BD BY THE NUMBERS

Rupert White talks to Kevin Doolan, Eversheds’ head of client services, about pricing, profitability, project management and why law firms need to re-learn the skills of talking to clients about money

ARE YOU PULLING PRICES OUT OF A HAT

Jade Ollis and Rupert White find out what BD and commercial people are doing to create a new world of client relationships and pricing strategies – from value pricing to project-style working, from collaborative scoping to a new, tighter focus on profitability. Is this you? If not, why not?

PROJECT MANAGEMENT WILL CHANGE THE WAY YOU WIN BUSINESS

It’s prevalent in most businesses where complex or client-based work is done – and it will probably be the primary way law firms work in the future. Early adopters will gain differentiation, pricing advantage and client satisfaction, says Dan O’Day, vice president for operations at Thomson Reuters Elite

blog

Knowledge still has questions about genAI

Where does knowledge management see its chances and challenges with genAI?

Richard Brent
Head of content, Briefing
blog

Briefing webcast | The building blocks of business intelligence

Why law firm data fit for 2024 — like legal itself — is a people business

Cheryl Ashman
Senior program manager, business intelligence group, White & Case

Gareth Powell
Group data officer, Irwin Mitchell

CJ Anderson
Director, Iron Carrot

Suzanna Hayek
Deputy editor, Briefing