“We’ll have a chat at the end” – a $20B black hole

We lawyers detest talking about our fees with our clients, yet analysis suggests this is leaving a $20B black hole in the revenue of BigLaw firms.

Richard Burcher’s firm, Validatum, has worked with over 300 law firms in 18 countries and if there is one common denominator he observes, it is a shared perspective that the price conversation is the most unpalatable and stressful aspect of the lawyer/client relationship.

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Posted by on Oct 3, 2017 in BigLaw firms, Pricing | 0 comments

When it comes to pricing BigLaw’s services, play off the front foot or perish

When it comes to pricing BigLaw’s services, play off the front foot or perish is contributed by Richard Burcher, the intrepid Kiwi based in London and a world leader in pricing BigLaw’s services. Richard’s post has three core messages.

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Posted by on May 4, 2017 in BigLaw firms, Clients, Pricing | 0 comments

The perfect pricing storm: Artificial intelligence and hourly billing

 In his June 19, 2016 post The perfect pricing storm: Artificial intelligence and hourly billing, Richard Burcher writes “Law firms today face increased pressure to do ‘more for less’ resulting in rapidly growing interest in compelling technology-augmented hybrid offerings: focused on process-oriented work, applied at scale, leveraging technology to produce effective solutions that address the GCs evolving role as manager of legal spend and supply chain risk. For many law firms, this means fewer billable hours.

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Posted by on Jul 4, 2016 in Artificial intelligence, Pricing | 0 comments