Below is a link to a podcast recorded in December 2022 for Legal News Wales as part of their Legal Sector Resilience series. You won’t be surprised to hear that it dealt with value-based pricing. We had a great chat, and no editing was required!

During the conversation Emma Waddingham and I explored value pricing; why law firms are moving away from the billable hour towards charging for legal services based on a price that’s fair to both the customer and the law firm - a price that reflects value for both parties and has wide-ranging benefits.

This webinar is a brief introduction to the advantages of ditching the billable hour and embracing value pricing in the legal sector.

Learn how value is assessed, how lawyers can capture it and the benefits that value pricing brings to clients, law firms and most importantly the lawyers.

Learning objectives: How lawyers price now - What do customers want - What is value? - Value Pricing defined - Common myths - Why change? - New mindset – Objections - Meeting the customer - Questions for the customer - Questions for your lawyers - Golden rules – Advantages – Customers - Law firm – Lawyers - Start the journey.

On 21st July 2022 I conducted a training webinar for readers of Todays Conveyancer magazine dealing with value-based pricing for the conveyancing sector. The training was well received, and comments and feedback included

“I just wanted to say “thank you” for a highly informative webinar yesterday. It has given me just the ammunition I need to force a review of the way my firm handles initial enquiries. Watch this space!”

“Just a quick note to say that I thought your presentation was very good and that it gained some good traction at this end”

Todays Conveyancer have added the webinar to their permanent training library. If you would like to view the session please follow the link below.

Introduction to improved profit margins for small and medium firms: win, price, do and repeat.

Presentation by Shaun Jardine and Scott Simmons.

Feedback from delegates who attended this event reported:

“It has made a huge difference. The webinar was packed with value and take always to implement. I have recently made the career move to a self-employed Consultancy role and I want to make the move to value pricing. The webinar has brought me one step further to achieving that goal. Both Scott and Shaun were excellent speakers and were very engaging. They are great ambassadors for change in the legal profession. Change that is long overdue.“

“Made me think about how I price legal services“

“It's given me a lot to think about in putting a price on the value of my services to my clients.“

“Great focus on value pricing.“

“I gave a quote the day after that I wouldn't normally have given, and the client accepted it“

“Increased understanding of clients’ requirements and expectations when using legal services.”

“I was already using value pricing in my practice, but the course has confirmed that I am on the right track.”

“Reinforced what we are trying to offer now.”

"I picked up a few very useful nuggets that I can use within our firm.”

“Confidence to be more robust and confident in pricing of work.”

A podcast interview I gave to Dan Holt of Boss Digital as part of the Boss-to-Boss Series

In this podcast first broadcast on 18th July 2022 I was the guest of David Opie from the Today's Conveyancer magazine we discussed the opportunity for conveyancing firms to charge more for their work.

We discussed the "unscientific LinkedIn survey" (see my blog), where I established that 78% of consumers would pay over £2000 for the conveyance of a property worth £650,000. And yet, a subsequent online search found that none of the online quotation engines tested provided a figure any where near that. We also discussed the tactics for helping conveyancing firms understand the needs and wants of home movers, before providing a price.

The Priggya Arora Show

1st September 2022

Deciding to sell, merge or shut down a solicitor’s practice is not an easy decision to make, and probably one of the most stressful, emotional and challenging.
In this webinar held on 1st September Chaired by Shaun Jardine , a group of legal industry experts explain what they consider are the most important things for law firm owners to consider when seeking to dispose of or shut down their businesses, and the legal and compliance hoops that must be jumped through.
The 90-minute webinar explored the options open to solicitors considering closing or disposing of all or part of their firm and how they might go about doing that
To view this webinar email Shaun@bigyellowpenguin.co.uk and a link to a private You Tube Channel will be sent to you.

Meet the panel
Shaun Jardine – Big Yellow Penguin – Event Chair.

Viv Williams – Viv Williams Consulting Mergers, sales. Options available
Viv is a leading consultant to law firms specialising in strategy, structure, and management. Viv has written two books on Law firms management, is an avid writer in the legal press and an accomplished public speaker.

Andrew Allen- Francis Clark – Tax, Structure and Accountancy Aspects
Andrew is the head of PKF Francis Clark’s specialist national legal sector team and currently advises in the region of 100 law firms across the UK, ranging from Top 100 firms to sole practitioners
Andrew is the past chair of the ICAEW Solicitors’ Special Interest Group which works closely with national bodies that both represent and support the legal sector.
Andrew is currently a committee member of the Law Management Section of the Law Society and contributes to LawNet’s annual financial benchmarking annual report.

Jenny Screech- Howden (UK) Group Ltd
Jenny works with Howden Insurance Brokers Ltd, supporting their professional indemnity insurance (PII) proposition for solicitors and other legal professionals. Her experience in the solicitors' PII market dates back to her arrival in London in 2000, at which time she also re-qualified as a solicitor in this jurisdiction. Jenny was initially engaged as a claims solicitor at the Solicitors’ Indemnity Fund and then at Zurich Insurance. In 2004 she moved to the underwriting side of the business and led Zurich’s Legal Professions team from 2008 until 2016. Prior to her career in the insurance industry, Jenny practised as a barrister and solicitor in New Zealand for fifteen years.

Tracey Calvert- Oakhalls Consultancy Ltd
Tracey Calvert. Tracey is a lawyer and a regulatory, compliance and ethics specialist. She is a regular speaker and trainer on these topics and has delivered presentations both within the UK and internationally. She is the Co-Chair of the International Bar Association’s Professional Ethics Committee and is on the editorial board of the Law Society’s Legal Compliance Bulletin. She is a contributor to ‘Cordery on Legal Services’ and has written several books on compliance and ethics including ‘Risk and Compliance Questions and Answers’