Casemaker Libra

Smarter Pricing, Smarter Profit

Publication Year: 2014   Publication Type: Book


Smarter Pricing, Smarter Profit seeks to provide you with an easy-to-read roadmap" that guides you through the steps to improving your law firm's existing pricing and legal project management capability, and also to the overall profit contribution made in this ever changing legal environment. It addresses the full commercial spectrum of winning and engagement through to its successful completion, from the initial setting of price, to client negotiation, delivery of services and review of performance.

This one-of-a-kind resource is centered around the author's "Set-Get-Manage-Review" framework which has successfully been implemented within two major international law firms to date. But what makes this book so unique is the author has been (and continues to be) at the forefront of legal pricing and legal project management initiatives and was one of the first specialist "Pricing Directors" hired to support a major law firm.

This is the first book of its kind to provide a comprehensive, structured, and clear approach to addressing the increasingly complex pricing and delivery challenges faced within legal services. It is essential reading for anyone tasked with ensuring law firm profitability to understand what actions they and their colleagues can pragmatically take to help assess, management and enhance overall profitability within their respective organizations.


Stuart J. T. Dodds

Table of Contents:

 Praise for Smarter Pricing, Smarter Profit
 Title Page
 Chapter 1 Introducing Our
 Chapter 2 The Rise of the New Normal
Chapter 3 Law Firm Economics 101- How Law Firms Make Money
 Step One-Set the Price
Chapter 4 Pricing and the Question of Value - An Introduction
Chapter 5 Getting Started- Beginning with the End in Mind
Chapter 6 Demystifying AFAs - What They Really Are and How They Really Work
Chapter 7 The Power of Pragmatic Analysis
 Step Two-Get the Price
Chapter 8 There and Back Again - A Question of Value
Chapter 9 The Two Ps- Part 1
Chapter 10 The Two Ps- Part 2
Chapter 11 Preparing for Your Negotiation
Chapter 12 Conducting Your Negotiation
 Step Three-Manage to Price
Chapter 13 The Rise of Legal Project Management
Chapter 14 Thinking Big - Starting Small
Chapter 15 Getting It Right from the Start
Chapter 16 Bringing It All Together
Chapter 17 Maintaining the Momentum - During the Matter
Chapter 18 Making the Right Lasting Impression
 Step Four-Review the Price
Chapter 19 All Feedback Is Good Feedback- Getting Even Better
Chapter 20 Metrics that Matter
Chapter 21 The Chicken and the Egg
Chapter 22 The Role of Technology and the Rise of Big
Chapter 23 The Corporate Mentality -The Changing Nature of Practice Management and the Business of Law
 Chapter 24 Closing Reflections