In this engaging session, Shaun Jardine shares his insights on value-based pricing, emphasizing the importance of moving away from hourly rates to a model that aligns with the value provided to clients. He explains how to have effective value conversations, the benefits of pricing based on deliverables, and how to start a pilot project within a law firm. The discussion also covers common pushbacks, the psychological aspects of pricing, and the importance of creating a strong client experience. Watch to learn practical steps and get inspired to implement value-based pricing in your own practice.

Recorded on 10 February 2022.

Connect with Shaun Jardine on LinkedIn at   / shaunjardine  
Join us at the BD Roundtable at: https://www.bdroundtable.com/

00:00 Introduction and Session Kickoff
00:21 Understanding Value-Based Pricing
01:13 Real-World Examples and Ethical Considerations
03:29 Implementing Value-Based Pricing in Your Firm
06:47 Addressing Common Pushbacks
13:59 The Importance of Value Conversations
17:49 Transition to Roundtable Discussion
19:37 Challenging Traditional Pricing Models
20:25 Understanding Client Value Perception
21:02 Case Study: The Primark of Legal Services
21:50 The Courage to Implement Value Pricing
22:05 Negotiation Skills in Legal Education
23:50 Starting a Value Pricing Pilot Program
25:20 Creating Quick Wins and Client Selection
27:07 Implementing Tiered Pricing Strategies
30:47 Addressing Common Concerns and Mistakes
37:05 Global Examples of Innovative Pricing
40:42 The Big Yellow Penguin and Change Management