Victoria Events

Upcoming events

    • 20 May 2019
    • 21 May 2019
    • 2 sessions
    • King & Wood Mallesons, Governor Phillip Tower, 1 Farrer Place, Sydney
    Register

    Pricing has a greater impact on profitability than any other lever, yet many firms lack confidence in their pricing strategy. This workshop provides a comprehensive framework for assessing your firm’s approach to pricing. The workshop is illuminated with numerous case studies and encourages participants to identify opportunities to drive revenue and profit growth within their firm.

    Never before has the pricing of professional services received so much attention. Most clients have significantly evolved their approach to purchasing professional services and are demanding more from firms – for less. More than ever before, firms are being required to justify their price. Failure to do so results in price erosion or the loss of business.

    Professional service firms must develop their pricing competence in order to effectively deal with these increasing client pressures.

    Returning to Australia for the first time in five years and Hong Kong for the first time in four years.  This masterclass has been presented in Atlanta, Auckland, Boston, Chicago, Hong Kong, Houston, London, Philadelphia, New York, San Francisco, Sydney and Washington D.C.

    Presenter details:

    Colin Jasper ICON Masterclass

    Principal
    Positive Pricing

    Colin Jasper is a world leading expert in pricing professional services. He has consulted to market-leading accounting, consulting and engineering firms as well as most of the leading law firms in Asia and the UK; and an increasing proportion of the AmLaw100.

    Colin was the Program Director of the Australia Graduate School of Management’s Business-to-Business Pricing program. He has consulted to professional services firms for over 20 years and been a guest lecturer at numerous business schools and universities. Colin has been a keynote speaker at conferences in the UK, the US, China, Singapore, Malaysia and Australia. His articles have been published in a range of journals and magazines including Professional Service Firms Journal, The Law Management Journal, and the Journal of the Professional Pricing Society. He authored the pricing chapter in the American Bar Association book, The Power of Legal Project Management (2014) and the pricing chapter of Effective Practice Group Leadership (2017).

    Colin conducts regular research amongst general counsel on their buying behaviour and their attitudes to law firms and is the co-founder of the Legal Pricing Roundtables in New York and London.

    Principal
    Positive Pricing



    Stuart Dodds is recognised as one of the leading pricing practitioners in the global legal market. He was one of the first, and longest serving, pricing directors having been Director of Global Pricing and LPM at Baker McKenzie and having held a similar role at Linklaters. As the Director of Global Pricing & LPM at Baker McKenzie, Stuart was responsible for the development of their global pricing strategy and for providing targeted pricing and negotiation support to partners across their 77 offices worldwide. Prior to joining Baker McKenzie Stuart held a similar role at Linklaters, after working as a Management Consultant for 17 years in a variety of strategy, supply chain and procurement-facing roles across many industry sectors. 

    Stuart is the author of Smarter Pricing, Smarter Profit (published by the American Bar Association, March 2014), and editor of/ contributor to Pricing on the Front Line (published by the American Bar Association, January 2017). He is a Certified Pricing Professional (CPP) and Fellow of the College of Law Practice Management (CoLPM).


    The Masterclass is designed to a) develop the pricing capability of participants and b) to help identify specific pricing opportunities that can be immediately realised by their firm.

    Developing the pricing capabilities of participants

    • Develop a comprehensive understanding of pricing theory and practices relating to professional services
    • Learn how to credibly demonstrate value to clients and how to increase price-setting discretion
    • Develop your knowledge on how to successfully price projects and explore various pricing tactics designed to avoid competing on price
    • Understand leading pricing practices within the professional service market
    • Explore various pricing strategies designed to increase profit margins and market share
    • Identifying opportunities to improve the firm’s pricing
    • Conduct a comprehensive assessment of the firm’s pricing and integrate into a pricing strategy

    Identify methods of building your firm’s pricing capability

    • Review different approaches to managing the pricing function and establishing pricing policies
    • Identify and prioritise opportunities to improve your firm’s pricing outcomes
    • Numerous case studies will show how firms have significantly improve their pricing outcomes

    For more details on the programme please click on the PDF.

    Event details (Sydney)

     Date: Monday, 20 May 2019 and Tuesday, 21 May 2019
     Time: 9:00 am – 5:00 pm
     Venue: King & Wood Mallesons, Governor Phillip Tower, 1 Farrer Place, Sydney
     Cost:

    Members: AUD 2,950
    Non Members: AUD 3,250


    Event details (Hong Kong)

     Date: Thursday, 23 May 2019 and Friday, 24 May 2019
     Time: 9:00 am – 5:00 pm
     Venue: Ashurst, 11/F Jardine House, 1 Connaught Place, Central
     Cost:

    Members: HKD 16,500
    Non Members: HKD 18,500


    ICON thanks event sponsors:

                    and                 

    • 23 May 2019
    • (UTC+08:00)
    • 24 May 2019
    • (UTC+08:00)
    • 2 sessions
    • Ashurst, 11/F Jardine House, 1 Connaught Place, Central
    Register

    Pricing has a greater impact on profitability than any other lever, yet many firms lack confidence in their pricing strategy. This workshop provides a comprehensive framework for assessing your firm’s approach to pricing. The workshop is illuminated with numerous case studies and encourages participants to identify opportunities to drive revenue and profit growth within their firm.

    Never before has the pricing of professional services received so much attention. Most clients have significantly evolved their approach to purchasing professional services and are demanding more from firms – for less. More than ever before, firms are being required to justify their price. Failure to do so results in price erosion or the loss of business.

    Professional service firms must develop their pricing competence in order to effectively deal with these increasing client pressures.

    Returning to Australia for the first time in five years and Hong Kong for the first time in four years.  This masterclass has been presented in Atlanta, Auckland, Boston, Chicago, Hong Kong, Houston, London, Philadelphia, New York, San Francisco, Sydney and Washington D.C.

    Presenter details:

    Colin Jasper ICON Masterclass

    Principal
    Positive Pricing

    Colin Jasper is a world leading expert in pricing professional services. He has consulted to market-leading accounting, consulting and engineering firms as well as most of the leading law firms in Asia and the UK; and an increasing proportion of the AmLaw100.

    Colin was the Program Director of the Australia Graduate School of Management’s Business-to-Business Pricing program. He has consulted to professional services firms for over 20 years and been a guest lecturer at numerous business schools and universities. Colin has been a keynote speaker at conferences in the UK, the US, China, Singapore, Malaysia and Australia. His articles have been published in a range of journals and magazines including Professional Service Firms Journal, The Law Management Journal, and the Journal of the Professional Pricing Society. He authored the pricing chapter in the American Bar Association book, The Power of Legal Project Management (2014) and the pricing chapter of Effective Practice Group Leadership (2017).

    Colin conducts regular research amongst general counsel on their buying behaviour and their attitudes to law firms and is the co-founder of the Legal Pricing Roundtables in New York and London.

    Principal
    Positive Pricing



    Stuart Dodds is recognised as one of the leading pricing practitioners in the global legal market. He was one of the first, and longest serving, pricing directors having been Director of Global Pricing and LPM at Baker McKenzie and having held a similar role at Linklaters. As the Director of Global Pricing & LPM at Baker McKenzie, Stuart was responsible for the development of their global pricing strategy and for providing targeted pricing and negotiation support to partners across their 77 offices worldwide. Prior to joining Baker McKenzie Stuart held a similar role at Linklaters, after working as a Management Consultant for 17 years in a variety of strategy, supply chain and procurement-facing roles across many industry sectors. 

    Stuart is the author of Smarter Pricing, Smarter Profit (published by the American Bar Association, March 2014), and editor of/ contributor to Pricing on the Front Line (published by the American Bar Association, January 2017). He is a Certified Pricing Professional (CPP) and Fellow of the College of Law Practice Management (CoLPM).


    The Masterclass is designed to a) develop the pricing capability of participants and b) to help identify specific pricing opportunities that can be immediately realised by their firm.

    Developing the pricing capabilities of participants

    • Develop a comprehensive understanding of pricing theory and practices relating to professional services
    • Learn how to credibly demonstrate value to clients and how to increase price-setting discretion
    • Develop your knowledge on how to successfully price projects and explore various pricing tactics designed to avoid competing on price
    • Understand leading pricing practices within the professional service market
    • Explore various pricing strategies designed to increase profit margins and market share
    • Identifying opportunities to improve the firm’s pricing
    • Conduct a comprehensive assessment of the firm’s pricing and integrate into a pricing strategy

    Identify methods of building your firm’s pricing capability

    • Review different approaches to managing the pricing function and establishing pricing policies
    • Identify and prioritise opportunities to improve your firm’s pricing outcomes
    • Numerous case studies will show how firms have significantly improve their pricing outcomes

    For more details on the programme please click on the PDF.

    Event details (Sydney)

     Date: Monday, 20 May 2019 and Tuesday, 21 May 2019
     Time: 9:00 am – 5:00 pm
     Venue: King & Wood Mallesons, Governor Phillip Tower, 1 Farrer Place, Sydney
     Cost:

    Members: AUD2,950
    Non Members: AUD3,250


    Event details (Hong Kong)

     Date: Thursday, 23 May 2019 and Friday, 24 May 2019
     Time: 9:00 am – 5:00 pm
     Venue: Ashurst, 11/F Jardine House, 1 Connaught Place, Central
     Cost:

    Members: HKD16,500 | AUD2,950
    Non Members: HKD18,500 | AUD3,250
    * please note you will be invoiced in AUD


    ICON thanks event sponsors:

                    and                 

Past events

11 December 2018 ICON VIC: Next Step session 2 - Proposal writing workshop – Writing a persuasive proposal
05 December 2018 ICON VIC: How to Use Client Experience and Empathy Mapping to Boost Client Insights
14 November 2018 ICON VIC: The power of process: How to improve your writing
18 October 2018 2018 ICON Australia & New Zealand Conference XQ Market Leadership
18 October 2018 2018 ICON Australia & New Zealand Conference: Breakfast Event - Using AI to deliver a standout B2B Experience
17 October 2018 ICON - Annual General Meeting 2018
11 October 2018 ICON Digital Decoded: Machine Learning – an introduction, for humans
20 September 2018 ICON VIC Connect Networking Lunch – Pivoting the pursuit
19 September 2018 ICON VIC: Annual Trivia Night
14 September 2018 ICON VIC: Next Step session 1 - Pathways to progressing your career
30 August 2018 ICON VIC Connect Networking Lunch – Be one with the customer
23 August 2018 ICON VIC: Impact Matters - How do you gain the competitive edge in your next Presentation?
21 June 2018 ICON VIC: Connect Networking Lunch – An event for events people
10 May 2018 ICON Melbourne Forum 2018 Cocktail Party
10 May 2018 ICON Melbourne Forum 2018 – full day event plus cocktail party
19 April 2018 ICON VIC: Connect Networking Lunches – Full schedule available now!
10 April 2018 ICON VIC: Converting contacts into contracts
06 March 2018 ICON & beaton Webinar: Innovation – what clients want from law and engineering firms
01 March 2018 ICON VIC: 25th Anniversary Celebration
01 March 2018 ICON 25th ANNIVERSARY CELEBRATION
19 February 2018 ICON VIC: Advanced Program – how US firms are responding to disruption
11 December 2017 ICON study: Pursuing web performance - Complimentary session
19 October 2017 ICON Australia & New Zealand Conference 2017
18 October 2017 ICON - Annual General Meeting 2017
10 October 2017 ICON VIC: Next Step Session 5: Getting sh*t done: Project Management and Achieving a Good Brief
10 October 2017 ICON VIC: 2017 Next Step Program
20 September 2017 ICON VIC: Getting Things Done®: Increase your productivity while reducing stress
14 September 2017 ICON VIC: 2017 VIC Trivia Night SOLD OUT!!
13 September 2017 ICON VIC: Next Step Session 4: How to Form a Strategic Mindset, Starting at Your Desk
01 September 2017 ICON VIC: Mentoring Program and Launch Party
24 August 2017 ICON VIC: Connect Networking Lunch - Content Managers
09 August 2017 ICON VIC: Next Step Session 3: Life Without A Capability Statement
12 July 2017 ICON VIC: Next Step Session 2 - Building your Career Path: The Good, the Bad and the Ugly Panel Discussion
21 June 2017 ICON VIC: 2017 Next Step Program Session 1
15 June 2017 ICON Melbourne Forum 2017: Full Program and Schedule, Cocktail Party Only Tickets
04 May 2017 APSMA VIC: Connect Lunch | Client Feedback
19 April 2017 APSMA VIC: eDM - Getting it right and getting it read in 2017
22 March 2017 APSMA VIC: Shifting the Focus - Marketing Ideas for Associates, Seniors and Managers
16 March 2017 APSMA VIC: Connect Lunch - Client Relationship Managers
09 March 2017 APSMA VIC Committee: Connect Lunch - Communication Managers (Internal)
30 November 2016 APSMA VIC: Christmas Party 2016!
22 November 2016 APSMA Webinar: Client Centricity – How to Execute and Measure ROI
17 November 2016 APSMA VIC: Toolkit Series – Client Panel.
27 October 2016 Australia & New Zealand Conference 2016 - Conference and Cocktail Party
26 October 2016 APSMA - Annual General Meeting 2016
13 October 2016 APSMA Vic: Advanced Dinner
13 October 2016 APSMA VIC: Connect Networking Next Step Lunch
15 September 2016 APSMA VIC: Connect – Tender/Bids Lunch
14 September 2016 APSMA VIC: Next Step - Building your professional network
08 September 2016 APSMA VIC: Connect - Small firm BD and Marketing Managers
31 August 2016 APSMA VIC Toolkit series: Partnering for success - The joys and challenges of multi-firm pursuits
18 August 2016 APSMA VIC: Connect - Digital Marketing
09 August 2016 APSMA VIC: Next Step - All about the dollar$: Financial and business acumen
27 July 2016 APSMA Webinar: What drives favourability? How have General Counsel and their legal teams been evolving?
27 July 2016 APSMA VIC: Positioning Stakeholders as Thought Leaders – How to Use Social Media to Maximise Success
21 July 2016 APSMA VIC: Connect - Event Organisers and Event Marketers
21 July 2016 APSMA VIC: Connect - Networking Lunches
12 July 2016 APSMA VIC: Next Step - Business writing
01 July 2016 APSMA VIC: Mentoring Program
07 June 2016 APSMA Vic: Next Step - Tendering 103: Winning work
02 June 2016 APSMA Asia: 2016 Asia Conference - Navigate
11 May 2016 APSMA Vic: 2016 Next Step Program
11 May 2016 APSMA Vic: Next Step - What you wish you had known - panel session
05 May 2016 APSMA Vic: Trivia Night 2016
19 April 2016 APSMA Vic: Toolkit Session - Mindfulness
17 March 2016 APMSA Vic: Digital: Choosing the right digital channel for your campaign
15 March 2016 APSMA Masterclass: Winning work in the age of procurement
09 March 2016 APSMA Vic Toolkit - The Good, the Bad, and the Ugly: Navigating Corporate Politics
19 November 2015 APSMA Vic: Christmas Party 2015!
12 November 2015 APSMA Vic: Digital Series - The ABC's of SEO
14 October 2015 APSMA Vic: Implementation of Client Feedback Methods - A pragmatic approach to client surveys
30 September 2015 APSMA Vic: Implementation of Client Feedback Methods
30 September 2015 APSMA Vic: Implementation of Client Feedback Methods - Best Practice Client Feedback
09 September 2015 APSMA VIC - Next Step 6 The art of tendering
27 August 2015 Postponed: APSMA NSW - Thirsty Thursday Reconnect with your colleagues!
26 August 2015 APSMA VIC - Digital Series Social Media Marketing: Maximise your digital ROI and utilise sophisticated digital selling with sponsored social media activity.
18 August 2015 APSMA VIC - Short Black series Dîner en Blanc: Building an event from the ground up
05 August 2015 APSMA VIC - Next Step 5 Embrace the benefits of social media as a marketing tool
31 July 2015 APSMA VIC - Winter Drinks 2015!
23 July 2015 APSMA VIC - Digital Series: Engaging with your Digital Customer
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