Is selling legal services like selling jam?

Is selling legal services like selling jam?

Almost anything is capable of differentiation. If this were not true, how is it that Fortnum & Mason can charge £5.25 for a pot of strawberry jam compared to £0.29 for substantially the same thing at Tesco? The name gives a clue – “Tesco Everyday Value Strawberry Jam” doesn’t have quite the gravitas of “Coronation Royal Sovereign Strawberry Preserve”. But clearly there is more to it than that.

The problem the profession is grappling with has its origins in the conflation of two completely different concepts; efficiency/effectiveness on the one hand and genuine commoditisation on the other hand.

On the issue of efficiency and effectiveness, there is no doubt that there is a very real need for the profession to address its production and delivery methods. Initiatives such as process improvement and legal project management aim to identify waste and duplicatio

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About the author:
Richard Burcher is a former 30 year practising lawyer, Notary Public and managing partner, now based in London and working internationally. With a deep interest in all aspects of pricing legal services, Richard’s efforts are intently focused on how this traditional area of tension between lawyers and their clients can be reinvented to maximise profitability and client satisfaction using sophisticated pricing strategies, tactics and tools.