PRICING BOOT CAMP
Thursday, November 3, 2016: New York
January through April 2017: Online Track
Join your peers and counterparts - legal procurement and operations professionals, and law firm pricing and business development professionals - for an intense PRICING BOOT CAMP for legal services: Pricing Strategy & Tactics, Negotiations, and Implementation.
This PRICING BOOT CAMP focuses on active, hands-on learning for both client-side professionals and law firm pricing/BD professionals. Experts will help describe best practices in AFAs and best practices in effectively responding.
You will learn about:
How do clients establish AFAs?
How do law firms price AFAs?
How do you best negotiate?
How do you price to win?
How do you get what you want?
What information do you need to complete a successful AFA process?
What is important to the other side?
You will work on complex, but fictional pricing case studies that are based on real-world experience.
Brief descriptions of cases:
PRICING STRATEGY: Reining in Fees | Pricing Strategy for Advanced University by Patrick Lamb, Valorem Law Group
Charles Hummer, GC of Advanced University, needs to develop a plan for obtaining effective representation in a cost-effective matter. Procurement was called in to help. What needs to be done?
PRICING STRATEGY: Picking the Right Firm | Pricing Strategy for Scottish Airlines by Richard Stock, Catalyst Consulting
Scottish Airlines retains well over 100 firms worldwide as local counsel. There is no coordination and inconsistent results. Gregor Rubik, the airlines's GC, needs to develop a strategy geared towards better spend management.
PRICING TACTICS: Staffing Matters | Pricing Tactics for High Fashion Inc. by Nancey Watson, NL Watson Consulting Inc.
Archibald & Able LLP has lost several bids for work with a previously loyal and longstanding client. What can they do to win the client back? How should they staff their matters?
PRICING TACTICS: Execution and Win Rates | Pricing Tactics for CARAMEL by Purvi Sanghvi, Paul Hastings LLP & Keith Maziarek, Perkins Coie LLP.
Carrington & Jarrell wants to develop the right price for CARAMEL Inc.'s panel selection. What should they do to get on the panel? What calculations do they need to make?
PRICING NEGOTIATIONS: Getting a Better Deal (A) plus Schedule (A) and (B) | Pricing Negotiations for InterWorld by Danny Ertel of Vantage Partners LLC
Jonas & Jones LLP wants to win InterWorld's work. This case study takes two perspectives: The legal procurement professional's as well as the firm's senior partner. How should they each go about negotiating?
PRICING IMPLEMENTATION: Change Management | Pricing Implementation for Binsure by Andrew Price, Inspire Management Consulting
Binsure Underwriting Agency has introduced a new retainer agreement with four panel firms to rein in cost. The company's claim management team needs some convincing to use the firms. What's the best way to do so?
PRICING IMPLEMENTATION: Working on a Budget | Pricing Implementation for CentralLink by Peter Secor, Pepper Hamilton LLP
Jim Vargas was developing a complex budget for a client's RFP. Then circumstances change for the clients and everything has to be reconsidered. How can Jim come up with a new budget that works for both the firm and the client?
Please note that this is an active PRICING BOOTCAMP, not an introductory session on legal services pricing. You will be expected to actively participate and need to read & prepare the case studies ahead of time.
You will have the opportunities to learn, network, exchange thoughts and experiences. You will take home practical, real-world lessons and how to navigate the turbulent waters of today's legal market. Master the pricing of legal services - whether you are a buyer or a seller.
This is also the first public presentation on the new standard set of codes and coding mechanisms - possibly replacing task codes: A legal standards group has formed to drive the development of industry standards to help the legal market mature and become more efficient. The initial standards effort is focused on matter type codes, also known as "area of law codes". The goal is to develop commonly understood descriptions and respective codes for various types of legal offerings. These codes will allow clients to better prepare RFPs and receive more consistent response from their outside law firms. They will allow law firms to better move information among their systems and it will allow vendors to streamline their technologies allowing data to flow more freely. This session will describe the birth and growth of the effort, its value and current status and opportunities to get involved and help drive its success.
New York Bootcamp was SOLD OUT
Sign up here for Online Version
Our distinguished faculty:
Toby Brown, Chief Practice Management Officer at Perkins Coie
Aaron Katzel, Head of Legal Operations Center at AIG and President & CEO of The Legal Operations Company
Marty Harlow, Procurement Director, Global Legal Services at GlaxoSmithKline
Matthew Prinn, Director of Business Development at K&L Gates & Bart Gabler, Director of Pricing and Legal Project Management at K&L Gates
Purvi Sanghvi, Director of Strategic Pricing at Paul Hastings, Keith Maziarek, Senior Director of Client Value at Perkins Coie & Matt Laws, Senior Director of Pricing & LPM at Crowell & Moring
Andrew Price, Director at Inspire Management Consulting
Patrick Lamb, Founding Partner of Valorem Law Group, Nicole Nehama Auerbach, Founding Partner of Valorem Law Group & Jeff Carr, President at ValoremNext
Nancey Watson, Proposal Consultant and President at NL Watson Consulting Inc.
Richard Burcher, Managing Director at Validatum & Steph Hogg, Consultant at Validatum
Richard Stock, Managing Partner at Catalyst Consulting
Danny Ertel, Consultant at Vantage Partners
Program New York (Nov 3, 2016):
08:00 - 08:30 Networking Breakfast & Registration
08:30 - 08:35 Introduction & Overview
08:35 - 09:15 Morning Keynote | Toby Brown: What will replace the Billing Codes: The New Taxonomy
09:15 - 10:45 Bootcamp Sessions PRICING STRATEGY
Advanced University with Patrick Lamb & Nicole Nehama Auerbach
Scottish Airlines with Richard Stock
10:45 - 11:00 Networking Break
11:00 - 12:30 Bootcamp Sessions PRICING TACTICS
High Fashion Inc. with Nancey Watson
CARAMEL with Keith Maziarek, Matt Laws (& Purvi Sanghvi)
12:30 - 01:15 Networking Luncheon
01:15 - 02:45 Bootcamp Session NEGOTIATIONS
InterWorld with Danny Ertel
02:45 - 03:00 Networking Break
03:00 - 04:30 Bootcamp Sessions IMPLEMENTATION
Binsure with Andrew Price
CentralLink with Peter Secor
04:30 - 05:15 Lessons Learned | Aaron Katzel: Negotiating Pricing for Legal Services
05:15 - 05:30 Final Q&A and Closure
05:30 - 06:30 Networking Drinks
We will be hosted by AIG in New York: 175 Water Street (Downtown).
New York Bootcamp was SOLD Out
Please sign up here for Online Version
Online Pricing Bootcamp:
The Online Program will comprise four Bootcamp Sessions. Each session will cover a different topic: Pricing Strategy, Pricing Tactics, Negotiations, and Implementation.
Session 1: Wednesday, January 11, 2017
Session 2: Wednesday, February 1, 2017
Session 3: Wednesday, March 22, 2017
Session 4: Wednesday, April 26, 2017
Europe: 1 6:45 CET / 15:45 GMT
North America: 10:45am ET / 9:45am CT / 8:45am MT / 7:45am PT
You will receive a pricing case study to prepare for each 90-minute session (remote access). You will get information from the experts and the opportunity to share your insights. With your peers and counterpart, you will work on finding the solution.
Pricing Bootcamp login
In-Person Admission (New York, Nov 3, 2016): $350
Online participation only (Four sessions, January through April, 2017): $250
Code of Conduct and Antitrust information: At the Bootcamp, we only use information that is in the public domain and:
- Do not discuss past, current or future prices.
- Do not discuss what is a fair profit level.
- Do not discuss an increase or decrease in price.
- Do not discuss standardizing or stabilizing prices.
- Do not discuss refusing to deal with a firm because of its pricing practices.
Written requests for registration refunds must be received via e-mail on or before Monday, October 10, 2016. All conference cancellations received on or before Monday, October 10, 2016 will receive a full refund less a $75 administrative fee. No refunds will be made after Monday, October 10, 2016 (name substitutions only). Refunds are not given for no-shows.