Successful Premium Pricing
We are pleased to be offering this brand new program led by Colin Jasper at the New York offices of Shearman & Sterling LLP.
In pricing legal services, significant effort seems to be placed on first creating a budget, then determining how much this needs to be discounted to win the work. Far less effort seems to be placed on identifying and realizing opportunities for premium pricing – opportunities where we can charge more than our budget and yet still win the work and keep the client happy.
Applying contemporary pricing and sales theory, and using case studies from within the professions, this workshop will develop participants skills in:
- Recognizing premium pricing opportunities and realizing premium pricing on these opportunities
- Shifting the clients emphasis away from price towards value, including effectively dealing with procurement professionals
- Implementing premium pricing strategies within your firm to drive increased margins.
When: Fall (date TBD)