RUN · 04

Pricing & commercial models

How to factor in the use of AI in matters and respond to client requests for AI discounts, while defending the value of work that does not incorporate AI

Derek Duffy, APAC Director, Alt-V. Formerly UK, ANZ and Global Business Services COO at Clyde & Co.

What the panel-bid model shows

  • Conservative AI: 55.3%Bid
  • Central: 55.1%Bid
  • Aggressive AI: 54.8%Bid
  • sample firm
  • 32% target
Thorne Marsden LLP, an invented UK mid-tier firm with 180 fee-earners, bidding for a client panel. Year-1 margin under three AI-substitution scenarios, against the firm's 32% target.

Thinking · what we have published

Pricing Strategy briefing

  • Pricing models that incorporate AI pricing & avoid margin squeeze

Detailed underlying research to educate boards and inform client conversations

Diagnostic · run it yourself

Pricing Engine

  • Panel profitability assessment
  • Tools for developing effective panel bids

3-year profit view · breakeven calc ensures partners price profitably

Delivery · the playbook and templates

Pricing Review Methodology

  • Twelve templates and implementation guide · six review phases

Scope · diagnose · workshop · business case · board · execute

Read

Sample reports are built on an invented firm.

Run it yourself

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