Ed and Ron are honored to have our three VeraSage colleagues, and Australian lawyers, on the show for the second time: John Chisholm, Matthew Burgess, and David Wells. We will discuss what's happening with Value Pricing in Australia, and peel back the curtain on this November's VeraSage DownUnder Symposium.
A 3rd generation recovering lawyer, for well over a decade now John has been urging lawyers to not only stop billing their services by time but also to burn their timesheets. He works with lawyers & other professionals assisting them with both a mindset change, and the practical implementation of moving towards value based pricing principles to become Firms of the Future instead of firms of the past. John is a Senior Fellow of the VeraSage Institute, Adjunct Professor of Law at La Trobe Law School Fellow of the College of Legal Practice Management and Distinguished Fellow Centre For Legal Innovation. He has written numerous articles, papers and blogs on value based pricing and has presented and spoken to thousands of professionals on the topic in Australasia, USA,UK and Latin America. In 2017 John co founded The Innovim Group with fellow lawyers Liz Harris and David Wells to run Aligned Pricing Programs and assist professionals with their practice and
Matthew Burgess founded specialist timeless Australian law firm View in 2014 (see www.viewlegal.com.au). For the previous 17 years, he was a lawyer and partner of one of Australia’s leading independent law firms and in 2002 was one of the firm’s youngest ever partner appointments. In part leveraging off the skills gained from advising a range of successful businesses, Matthew Burgess has been the catalyst in developing a number of innovative legal solutions; including establishing what is widely regarded as Australia’s first virtual law firm. Matthew last filled in a timesheet in 2013, and has been a passionate and vocal advocate for professional service firms to abandon the heritage inputs based time billing business model. In 2017, Matthew’s vision of an integrated fintech and legal solution based on membership pricing (ie subscription) was realised with the joint venture between NowInfinity (see: www.nowinfinity.com.au) and View Legal.
As Managing Partner of Moores Legal, David led the firm's transformation to a value pricing practice, implementing Moores Agreed Pricing (MAP) - negotiating an up front price with clients. MAP is not simply a new pricing model. It represents a whole new business model. This transformation involved renewing or replacing several key systems including Knowledge Management, Performance Management, Project Management and Business Development as well as budgets and reports. Beware! Ditching hourly rates and time recording will necessitate that. There is always risk associated with significant change. Sometimes there are risks that you can't afford not to take. For the outstanding team at Moores with a vision for the goal of long term relationships with clients who are the right fit, this was one such risk.
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