Pricing Legal Services workshop
How to price more effectively – see what successful firms are doing.

Dates for 2009 TBA

Workshop details
Investment
MCLE/CPD Points
Presenter
Registration

Many lawyers regularly provide services below the cost of production.  In this workshop we will show you how to calculate cost and how to price more effectively.  We will examine the alternatives to time-based billing and discuss the strategic implications of alternatives.

This workshop will draw on the experiences of successful firms.  We will examine the relationship between marketing and price and how effective practitioners are managing delegation and client retention.

Program Content

Strategic implications of pricing
Pricing is critical to strategic success.  It positions your firm in the market, it attracts a specific client base and it determines the existence and size of your profit margin.  Most law firms believe intuitively that they are “pricing to meet the market.”  A closer examination invariably discovers diverse pricing strategies around the corner and within the same firm.  In this session we will discuss how price should be managed to produce the most favourable strategic outcome.

Pricing options
Legal service pricing is attracting increasing attention.  In this session we will address methodologies and implications of several pricing options including time, scales and “value billing.”

Assessing the cost of production
A logical extension of the pricing decision is an assessment of cost.  Regardless of pricing, methodology cost plus margin remains a necessary calculation.  This session will examine the component parts of cost of production and how firms can use this information with  delegation and employee leverage.

Selling professional fees
In this session we will examine marketing aspects of price.  We will examine the process of selling legal fees.  We will also look at writing bills that clients quickly pay.

Who should attend?
For all partners, solicitors and administrators.

Your Investment
$880 for the first person (incl GST). Additional people from same firm $660 each (incl. GST).
(NZ attendees AU$800 / AU$600).

MCLE/CPD Points
Subject to specific requirements of relevant State rulings. 6 MCLE points in NSW.

Presenter – Neil Oakes
Neil is well known to the Australasian legal profession. For 20 years he has conducted consulting assignments for law firms throughout Australasia, specialising in strategic advantage, profit growth strategies and change management.  Each year he is involved with some 110 law firms of various sizes and speciality areas of practice.

FMRC - provides training, research and management advice to law firms. For the past 30 years it has been a major centre for training Australian and New Zealand solicitors in legal practice management. Today we act for major national law firms, mid-sized, boutique and progressive small firms.

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