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Why haven’t we done something about our pricing sooner?

There's no excuse for the professional services lament: "Why haven’t we done something about our pricing sooner?" Delegates from all over Australia and New Zealand left the recent Validatum–Beaton pricing conference resolved to ensure smarter pricing by their firms would be good for their clients and good for their firms. Read why. The conference reviewed the evidence; here's some of what everyone learned: One of the biggest profit-increasing opportunities for law and other professional services firms is to improve their performance in clients' eyes on cost consciousness. A price within what's known as the zone of tolerance adds to the level of value perceived by clients. Discounting is more

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