Art Of Value

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Value Pricing Is A Competitive Advantage with Michael Bradley – 097

May 17, 2016 by Kirk Bowman Leave a Comment

Value Pricing Is A Competitive Advantage with Michael Bradley

As a profession, lawyers may be the most resistant to value pricing due to their conservative nature. However, this is the very reason Michael Bradley from Marque Lawyers considers it a strategic advantage. The outcome for the customer is the first priority. If Marque cannot create value for the customer, they will not engage simply to make money.

Filed Under: Episodes, Legal Tagged With: Attorney, Pricing strategy, Value pricing story

Compensating Your Team Based on Value with Christopher Marston – 089

March 22, 2016 by Kirk Bowman Leave a Comment

Compensating Your Teams Based on Value with Christopher Marston

For over a decade, Chris Marston has been paying his team based on the value they create for the law firm. Each employee can choose how to serve a customer in an engagement from five different roles. The contribution of the role, the lifecycle of the project and the importance of the customer to the firm determine the compensation paid. His “value” model aligns how the company prices customers to how it compensates the team.

Filed Under: Episodes, Legal, VeraSage Tagged With: Attorney, Compensation, VeraSage

Value Pricing Is A Business Model with David Wells – 066

October 13, 2015 by Kirk Bowman Leave a Comment

Value Pricing Is A Business Model with David Wells

In 2012, David Wells led Moores, a 40-lawyer practice, through a transition from hourly billing to value pricing. From his experience, he learned value pricing is more than a way to determine what to charge a customer. It is a business model, a philosophy, and a way of thinking. David shares how the new model changed the customers, employees, processes, and systems at Moores for the better.

Filed Under: Episodes, Legal, Switching Tagged With: Attorney, Guarantee, Project management

Lawyers Can Switch to Value Pricing with John Chisholm – 042

April 21, 2015 by Kirk Bowman Leave a Comment

Lawyers Can Switch to Value Pricing with John Chisholm

John Chisholm helps law firms move from hourly billing to value pricing. A 25-year lawyer turned business consultant, he says the problem with the cost of legal services is not the amount. It is the unpredictability. Customers prefer the experience of and will pay more for price certainty. John shares how this single change can inspire a spirit of innovation and entrepreneurship in lawyers.

Filed Under: Episodes, Legal, Switching, VeraSage Tagged With: Attorney, Hourly billing, VeraSage

The Journey from Time to Value with Matthew Burgess – 041

April 14, 2015 by Kirk Bowman Leave a Comment

The Journey from Time to Value with Matthew Burgess

Matthew Burgess is a lawyer who lost a customer when he sent an email at 4:30am on a Sunday. The customer said he wanted Matthew’s best work not what remained after exhaustion. This incident started Matthew’s quest to find a better way. For the last ten years, he has practicing value pricing at his own firm, View Legal. He shares why the switch is a journey instead of a destination.

Filed Under: Episodes, Legal, Switching, VeraSage Tagged With: Accounting, Attorney, VeraSage

Price Communicates Your Value with Jay Shepherd – 029

January 20, 2015 by Kirk Bowman Leave a Comment

Price is more than a number. It is part of how a lawyer communicates value to the customer. To unpack this principle, Jay Shepherd, an employment litigation attorney, compares how a customer perceives an hourly rate vs. a fixed price. He says knowledge instead of activity is more valuable to the customer. Value pricing enables the customer to purchase what he wants in a manner he truly enjoys.

Filed Under: Episodes, Legal, VeraSage Tagged With: Attorney, Hourly billing, VeraSage

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