Speakers: Milton R. Stewart ,Business Development and Client Relations PartnerDavis Wright Tremaine LLPPortland, OregonPeter Darling,Strategy and Business…
By ALM Staff | Law Journal Newsletters |
June 16, 2006
When it comes to legal services, pricing is not about money. It's about emotion.
Particularly with new clients, fees are closely connected with feelings ' you're worth what the client believes you're worth, which is an extremely subjective number. In this presentation, we take an in-depth look at the psychology of pricing, and the factors that govern who is paid what. In discussing fees with clients, it's critical to understand not just what they feel ' but why.
We begin with an overview of the role personal experience plays clients' beliefs about value. We then explore how an experience can be shaped, and planned, in order to create a perception of value, and discuss the four constituent parts of an experience ' symbols, stories, support and sincerity. We examine how two very different professionals, in vastly different fields, successfully conveyed their value to new clients, and conclude with an analysis of tactics and potential pitfalls when discussing price with existing clients.
Join us as we discuss topics such as:
Using price to sell value
Discuss alternative billing without insulting your client's intelligence
Explaining the bill to show clients costs and the accomplishments in a way that indicates that you care about the client, not just about the money
Moderator: Elizabeth Lampert Editorial Director LJN Web Audio Division
To register, use the order links below or call 800-999-1916
Speakers:
Milton R. Stewart , Business Development and Client Relations Partner Davis Wright Tremaine LLP Portland, Oregon
Peter Darling, Strategy and Business Development Consultant San Carlos, California
When it comes to legal services, pricing is not about money. It's about emotion.
Particularly with new clients, fees are closely connected with feelings ' you're worth what the client believes you're worth, which is an extremely subjective number. In this presentation, we take an in-depth look at the psychology of pricing, and the factors that govern who is paid what. In discussing fees with clients, it's critical to understand not just what they feel ' but why.
We begin with an overview of the role personal experience plays clients' beliefs about value. We then explore how an experience can be shaped, and planned, in order to create a perception of value, and discuss the four constituent parts of an experience ' symbols, stories, support and sincerity. We examine how two very different professionals, in vastly different fields, successfully conveyed their value to new clients, and conclude with an analysis of tactics and potential pitfalls when discussing price with existing clients.
Join us as we discuss topics such as:
Using price to sell value
Discuss alternative billing without insulting your client's intelligence
Explaining the bill to show clients costs and the accomplishments in a way that indicates that you care about the client, not just about the money
Moderator: Elizabeth Lampert Editorial Director LJN Web Audio Division
To register, use the order links below or call 800-999-1916
The parameters set forth in the DOJ's memorandum have implications not only for the government's evaluation of compliance programs in the context of criminal charging decisions, but also for how defense counsel structure their conference-room advocacy seeking declinations or lesser sanctions in both criminal and civil investigations.
The DOJ's Criminal Division issued three declinations since the issuance of the revised CEP a year ago. Review of these cases gives insight into DOJ's implementation of the new policy in practice.
This article discusses the practical and policy reasons for the use of DPAs and NPAs in white-collar criminal investigations, and considers the NDAA's new reporting provision and its relationship with other efforts to enhance transparency in DOJ decision-making.
There is no efficient market for the sale of bankruptcy assets. Inefficient markets yield a transactional drag, potentially dampening the ability of debtors and trustees to maximize value for creditors. This article identifies ways in which investors may more easily discover bankruptcy asset sales.
The Second Circuit affirmed the lower courts' judgment that a "transfer made … in connection with a securities contract … by a qualifying financial institution" was entitled "to the protection of ... §546 (e)'s safe harbor ...."
