Course Description

Aimed at small practice principals, this workshop will equip you with a better understanding of the dynamics of value, costs sensitivity and pricing so you can more confidently price your services, capture and recover time in a way that both maximises profitability and delivers client value.

At the end of this workshop, you will be able to:

  • increase your pricing power
  • overcome assumptions that you are offering a commodity or equivalent offering
  • Communicate value (Sell!)
  • Value-price more confidently
  • Re-set client costs assumptions and resist downward pressure on fees
  • Demonstrate costs consciousness
  • Maximise your personal productivity
  • Address un-productive work and time-capture behaviours and boost the productivity of your team

Course duration: 90 mins

CPD points: 1.5 (including a point in the core area of practice management / business skills

Consultant and trainer

Giles Watson

Giles Watson gets a big kick out of helping law practices realise their potential.Now:Director of Giles Watson Pty LtdPrincipal Consultant at CX Training Lectures on costs communication at QUTDad, husband, classic rock vinyl addict, zythologist and proud coach to North Lakes Leopards U6 rugby teamPreviouslyManaged the Queensland Law Society’s Practice Management Course: writing study guides, designing, developing and delivering sessionsManaged and promoted Lexcel, the Law Society of England & Wales’ legal practice management quality markWas a business development manager for 3 London law firmsQualificationsHas a Masters in Marketing, an MBA, a BA in Politics, and a Cert IV in Training and Assessment. Accredited in Hogan Assessments

Course curriculum

  • 1


    • Introduction: Power pricing and monetisation

    • Workbook - power pricing & monetisation

    • Slides - power pricing & monetisation

    • Blog: Fair fees

  • 2

    Building your pricing power

    • Building your pricing power

  • 3

    Communicating value

    • Communicating value

    • Blog: Costs agreement or reluctant acceptance

    • Blog: fair fees

    • Blog: Why highly effective solicitors know how to sell their value

  • 4

    Value pricing

    • Value pricing

    • Blog: From fixed fees to value pricing in 6 simple steps

  • 5

    Limiting price sensitivity and defending your fees

    • Limiting price sensitivity

    • Blog: Charging for sundries

    • Blog: Reducing client sensitivity to fees

  • 6


    • Blog: productivity insecurities

    • Productivity

  • $375.00

    $375.00Practice success bundle

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Pricing options

Explain how different pricing options might be valuable to different segments of your audience.