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ICON Masterclass: Professional Services Pricing (Sydney)

  • 20 May 2019
  • 21 May 2019
  • 2 sessions
  • 20 May 2019, 09:00 17:00 (AEST)
  • 21 May 2019, 09:00 17:00 (AEST)
  • King & Wood Mallesons, Governor Phillip Tower, 1 Farrer Place, Sydney


Registration is closed

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

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.

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

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

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

ICON thanks event sponsors:


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