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Bigger. Better. Both?

  • 20 July, 2015

    Pavlovian Pricing & Meritocracy Structures

    . beatonlive. Law. Pricing and Procurement

    Most of us are familiar with Pavlov’s classical conditioning experiments. It is therefore obvious to most that the best way to get the behaviour you want is to provide rewards for doing so, or at least refrain from punishing people for doing them. The flip side is that you have to make sure you’re not […]

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  • 7 July, 2015

    Pricing and analytics: Houston, we have a problem!

    . Law. Pricing and Procurement. Strategy

    The refrain; “If you don’t know where you’re going, any road will take you there”, is essentially a paraphrase of an exchange between Alice and the Cheshire Cat in Lewis Carroll’s ‘Alice in Wonderland’. Unfortunately, there are some strong parallels between Alice’s aimless wanderings and the approach that many firms apply to the pricing function. […]

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  • 3 June, 2015

    Four reasons why pricing legal services is not black or white

    . beatonlive. Law. Pricing and Procurement. Strategy

    There at least four reasons why pricing legal services is not black or white. Like brewing coffee, there’s art and science involved in pricing legal services. Richard Burcher, the world’s leading authority on pricing legal services, will be in Australia to lead beatonlive‘s conference The Last Frontier: Profitable Pricing for Law Firms on 6 August 2015 in Sydney.

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  • 11 May, 2015

    Pricing v Billing: Just Semantics?

    . beatonlive. Law. Pricing and Procurement

    I still recall the (somewhat tongue in cheek) advice I had from the senior partner of the firm I was with in the early 80s…  “When you send out a big bill, I mean an eye-watering bill, send it out on a Friday and don’t come to work on Monday – let someone else take […]

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