Insight Center: Publications

Strategic Intelligence for Law Firms

Author: Peter Lane Secor

August 2016
Strategic Intelligence for Law Firms

In today’s modern, techno-centric world with its endless supply of data, and the multitude of ways to collect and utilise it, intelligence has become the best tool for law firms when it comes to understanding client needs, offering quality value-oriented services, and garnering and retaining business. 

Peter Secor, director of strategic pricing and project management at Pepper Hamilton, authored a chapter in the Ark Group publication Strategic Intelligence for Law Firms, titled "Balancing Pricing and Client Perceptions of Value."

Mr. Secor discusses how differing definitions of "value" can create dissatisfaction within the client. Advice is given on how to structure fees and estimates to promote value, and when "going the extra mile" may be disproportionate and inappropriate in the context.

For more information and to purchase the publication, visit https://www.ark-group.com/product/strategic-intelligence-law-firms#.WxAufU2Ww5t.

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