Kirk Bowman has become one of the leading voices on value billing. Kirk produces the “Art of Value” podcast. He has interviewed an range of people who have offered so many great ideas on value, pricing and billing, including Ed Kless, Michele Golden, Peter Carayannis, the great Ron Baker, John Chisholm, and so many others whose names I did not recognize but who taught me so much. So I was honored to be invited to participate in a podcast, which you can find here. Thanks Kirk! And if you are interested in value and value billing, you owe it yourself to listen to Kirk’s podcasts.
Anyone who sells legal services to corporate America knows the important role procurement professionals play in the acquisition of legal services. Dr. Silvia Hodges Silverstein leads the premier group for legal procurement, Buying Legal Council. The group allows procurement professionals to learn, from each other and from outsiders Silvia brings into group discussions. The group also allows law firms to “listen in” on the procurement dialogue. Smart firms join so their proposals can reflect insights learned from the group. In November, my partner Nicole Auerbach and I had the pleasure of leading a session at most recent Pricing Bootcamp. We left the group with six pricing action items, and with Silvia’s approval, I wanted to share the list.
If you are interested in a copy this list of action items, please let me know.