Last month, I had the pleasure of attending the sixth annual True Value Partnering Institute (TVPi) conference in Miami. TVPi is a consortium of pricing and legal project management professionals who meet regularly to discuss and evaluate the state of the legal industry from the viewpoint of legal operations within law firms. The annual conference
Joe is the firm’s Strategic Pricing Manager. In this role, Joe works with the firm's lawyers to model pricing arrangements that provide value to the firm and our clients. With a background in Financial Planning and Analysis and strong understanding of the firm’s business operations, Joe is responsible for the day-to-day pricing operations of the firm.
It seems like a simple and obvious concept. Shouldn’t the objective of every matter that the firm engages in be to charge the highest price possible? If it were only that easy. There are several factors that drive pricing decisions regarding what is …