In an article published in LPM magazine in October, I discussed how selling legal services profitably requires firms need to get pricing right, which in turn requires better use of data, present and past.
Most law firms are sitting on a goldmine of information that could radically improve their profitability through more appropriate pricing of their services. At the two LPM conferences in London and Birmingham in 2017, Katchr ran workshops on selling legal services profitably. It was interesting to hear the variety of views on what clients want in terms of pricing from delegates. Some attendees said clients simply want lower prices, but others suggested more predictable pricing was more important to them.