Smarter Pricing, Smarter Profit - 2nd Edition by Stuart J T Dodds (Paperback)

About the Book

This resource provides you with an easy-to-read "roadmap" that guides you through the steps to improving your law firm's existing pricing and legal project management capability, as well as the overall profit contribution. Comprehensively revised and updated; applicable to the state of the legal market in mid-2019 and beyond.

Book Synopsis

Smarter Pricing, Smarter Profit addresses the full commercial spectrum of winning and engagement through to its successful completion, from the initial setting of price, to client negotiation, delivery of services and review of performance.

This one-of-a-kind resource is centered around the author's "Set-Get-Manage-Review" framework, which has successfully been implemented within major international law firms. But what makes this book so unique is the author has been at the forefront of legal pricing and legal project management initiatives and was one of the first specialist "Pricing Directors" hired to support a major law firm.

This is the first book of its kind to provide a comprehensive, structured and clear approach to addressing the increasingly complex pricing and delivery challenges faced within legal services. It is essential reading for anyone tasked with ensuring law firm profitability to understand what actions they and their colleagues can pragmatically take to help assess, manage and enhance overall profitability within their respective organizations.

About the Author

As one of the first and longest serving pricing and legal project management directors in the industry, and recognizing the increased focus on these critical law firm capabilities, in February 2018, Stuart J. T. Dodds jointly established an independent management consultancy with Colin Jasper, Positive Pricing, to provide legal pricing and project management strategy and implementation advice to the world's leading law firms. Prior to this, he was Baker McKenzie's Director of Global Pricing and Legal Project Management. In that role, I was responsible for the development of Baker McKenzie s global pricing and legal project management strategy and provides targeted pricing, negotiation and project management support to partners and client facing colleagues across their 77 offices worldwide. He conducted a similar role at Linklaters for over 3 years, and has also worked as a Management Consultant for 17 years (including Accenture for 14 years) in a fee earning capacity, in a variety of strategy, supply chain and procurement-facing roles and across many industry sectors.He is an accredited Certified Pricing Professional (the highest pricing qualification, held by only 300 people worldwide) is a certified Lean Six Sigma Green Belt, and am a member of the Professional Pricing Society and Project Management Institute. He is also a frequent speaker at conferences, have been extensively quoted in pricing and project management journals, and also sits on a number of industry related advisory bodies.