Billable Hours Targets & Bonuses: A Greater Misalignment of Interests is Difficult to Conceive

  • 28 October, 2019

Validatum has written and lectured extensively on previous occasions about law firms misaligned meritocracy structures and the capacity for that misalignment to encourage pricing behaviour that is sub-optimal for both the client and the firm. So, kudos to someone of…

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Legal Pricing Academy Student Profile – Gareth Guyers (first published on Validatum)

  • 18 June, 2019

We share some insights from a student of the Legal Pricing Academy – Gareth Guyers, Regional Billing Manager at Milbank in Singapore. Tell us a bit about your firm? Milbank is an international law firm founded in 1866 with the…

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Planning for the RFP Storm… part 3 (first published by Validatum)

  • 20 February, 2019

Last week, in the 2nd instalment of blog series ‘Planning for the RFP storm’, Steph Hogg, Validatum Head of Procurement, Bid & Tender Consulting, talked about the types of questions firms should be asking themselves and the pre-work that can…

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Planning for the RFP Storm… part 2 (first published by Validatum)

  • 13 February, 2019

In part 2 of this 3-part weekly series, Steph Hogg, Validatum Head of Procurement, Bid & Tender Consulting, will get into more detail on what that checklist looks like and why. Last week, the 3-part series began with what is…

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Planning for the RFP Storm… part 1 (first published on Validatum)

  • 7 February, 2019

This is part 1 in a series of articles on managing client RFPs, written by Steph Hogg, Head of Procurement, Bid & Tender Consulting at Validatum. I read the BTI Consulting’s ‘mad clientist’ blog with interest this morning, about the…

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Hourly Billing and AI: The Perfect Pricing Storm (first published on Validatum)

  • 11 December, 2018

It’s time to relearn what value pricing looks like. Law firms face overwhelming pressure from current and potential clients to do ‘more for less,’ resulting in rapidly growing interest in technology-augmented offerings. Firms are now focused on leveraging technology for…

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Law Firm IPOs: Pricing on a Wing and a Prayer (first published on Validatum)

  • 23 November, 2018

We usually begin our Partners Pricing Masterclasses with one of the most evocative of Warren Buffet’s quotes, ‘The single most important decision in evaluating a business is pricing power. If you’ve got the power to raise prices without losing business…

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The science of price sensitivity – yep, it’s a thing (first published on Validatum)

  • 22 October, 2018

One of the many shortcomings in our current approach to pricing legal services is the preoccupation with merely pricing the job. While at face value this would appear to be all that is required, it is in fact only half…

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Leading Legal Pricing Experts Launch AI-Powered Pricing Tool

  • 10 October, 2018

Legal pricing experts Burcher Jennings and Validatum have today announced a ‘game changing partnership’ with cutting-edge legal tech firm Neota Logic set to disrupt the world of legal pricing for the benefit of clients and firms. The partnership is behind…

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More dangerous drivel from the Legal Services Consumer Panel

  • 6 August, 2018

Under normal circumstances, we would not bother wasting time addressing the asinine drivel that periodically issues forth from the Legal Services Consumer Panel but the latest article in the Law Society Gazette (1 August 2018) simply cannot pass without comment.…

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