Scottish Crofting Law: A Lesson in the Power of Differentiation & Pricing

With many thanks to the author, Dr George Beaton, who is a director of Beaton Capital and Beaton Research + Consulting, firms dedicated to professional services. This post first appeared in LegalDatum on 10 January, 2014.

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Posted by Richard Burcher on .

Managing Partner Magazine: ‘Pricing Alchemy’

In a recent survey of general counsel in Australia and New Zealand, just four to six per cent said hourly billing is the optimal method of pricing legal services. When asked which pricing method they would prefer, the general response was a collective shrug of the shoulders - “we will know it when we see it”, they said.

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Posted by Richard Burcher on .

What Is The Optimal Hourly Rate? One That Doesn’t Produce Any Profit

Well, that’s got a really upbeat ring to it! As if legal practice isn’t challenging enough, we are now being told to not make a profit. No, clearly not. This is the further development of one of my core tenets and that is, production costs have absolutely nothing to do with pricing.

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Posted by Richard Burcher on .

“My Precious” - Law Firm Pricing Control

Gollum’s iconic phrase from Lord of The Rings is the theme of this post and pretty much describes the grip that many partners exercise over pricing decisions impacting ‘their’ clients.

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Posted by Richard Burcher on .

Cost Consciousness: The Missing Link

The great majority of practitioners have not discovered cost consciousness. Yet, of all the client service attributes measured amongst the clients of law firms, it stands out head and shoulders in importance - and neglect by solicitors. Guest article by Dr George Beaton.

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Posted by Richard Burcher on .