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Buying Legal Council Presents EMEA PRICING WORKSHOP Arriving at a Fair Price for External Legal Serv

In today’s economy, everyone is under greater pressure to do more with less. In the same economy, law firms are determined to increase their prices and profitability. While most procurement and legal departments agree that there must be a better way to manage and pay for external legal services, only a few are truly innovating. Some 85% of legal work is still purchased with a variation of hourly fees.

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Join Validatum’s Richard Burcher and Richard Stock of Catalyst Consulting to learn how you can improve the sourcing of external legal resources and ensure that you will pay the right price for the value you receive.

The Event

In this exclusive, senior-level workshop, Richard and Richard will help participants to

  • Customize a collaboration strategy between Procurement and Legal to get the job done

  • Change the law firm relationship from supplier to strategic collaborator

  • Understand law firm economics and pricing in 2019

  • Analyze and understand your legal spend in a new way

  • Improve scoping and sourcing of legal work

  • Create the winning conditions to save up to 20% on external legal spend without reliance on bigger discounts

  • Craft RFPs and Invitations for Strategic Pricing that resonate with all stakeholders

  • Transition to non-hourly fee arrangements for complex and regular work

  • Develop a multi-part fee negotiation strategy that is clear about what good value looks like, how to ask for it and how to provide it

  • Examine the critical links among records of instruction, legal project management and the cost-effective use of external counsel

  • Share practical examples of innovation in a confidential environment

Key take-aways from the program

This program will provide you with the skills and tools needed to

  • Forecast and scope multi-year demand for legal services

  • Predict and reduce projected legal spend

  • Consider 7 measures to significantly reduce external legal fees

  • Introduce alternative fee arrangements that will recognize value from law firms and better manage legal spend

  • Negotiate fee arrangements that are fair, sustainable and cost-effective

  • Budget complex matters using records of instruction and legal project management

  • Have effective conversations about sourcing external legal services

  • Measure the difference your actions make

  • Acquire proven techniques to develop your own short-term plan

Materials include presentation, a case study, 6 participant surveys conducted during the programme, articles and templates as well as resources available from the Buying Legal Council.

How to Get the Most from the Program

This is an interactive program incorporating your needs as a participant whenever possible. As an additional advantage, participants can submit questions they would like addressed up to 14 days before the session by sending them to Richard Stock at and Richard Burcher at

Most of the material will be distributed by mid-May since advanced preparation is advised.

Your Presenters

Burcher is a former New Zealand practicing lawyer and managing partner with over 35 years’ experience. Richard now devotes all of his time to legal services pricing consultancy work and is widely regarded as the leading international authority on pricing legal services. His pricing consultancy services and speaking engagements take him throughout the UK, North America, Asia, India, Europe and Australasia. He has worked with over 300 law firms in 22 countries.

Visit for more information.

Richard G. Stock M.A. FCIS, CMC – Partner, Catalyst Consulting

Richard has been working with sourcing professionals and lawyers for more than 35 years – first as a client representative, then as a legal executive with a multinational law firm, and for more than 25 years as a legal services management consultant. He has been a member of Buying Legal Council for 5 years. Richard has developed and managed 120 RFPs and ISPs for more than 100 companies. He has negotiated arrangements with more than 350 law firms (20 firms in the UK) covering 125 countries. Visit for more information.

Who Should Attend?

This workshop has been structured in a way that is designed to be highly relevant to and actively involve experienced procurement professionals and senior legal executives in the company

law firm business development and bid professionals and client relationship partners

This event is offered by the Buying Legal Council. The program, content and takeaways are structured in a way that is designed to provide equal benefits to Sourcing, Legal Department, and Law Firm stakeholders. It also provides a rare opportunity to discuss pricing and broader legal economics and management issues with peers in both a plenary and task-based environment.

Dates, Times and Locations

This workshop takes place in London on Wednesday, 12 June 2019 (9:00 - 16:00).

Freshfields Bruckhaus Deringer

65 Fleet St

London EC4Y 1HT, UK


Early Bird Pricing (for first 15 registrations) GBP 595

Full Price GBP 695

Please email Silvia if you have any questions about the program. For billing inquires, please email Doria.