In the second in new series of podcasts on the Legal Executive Institute, we continue our examination of the procurement and pricing of legal services, looking at the issue from both the law firm side and the in-house legal department side. We’ll be discussing how law firms and in-house legal departments are facing different challenges that are reshaping the procurement process, how both sides can work to determine value to their mutual advantage, and why it’s important to keep the human touch around pricing even amid all the measurements and metrics.

Joining us for this series is Nancey Watson, of NL Watson Consulting in Toronto. Nancey is an expert in the area of procurement and has just written a book, The Silver Bullet: How RFPs are Won, published by The Ark Group, in the UK. Nancey based her book on a workshop she teaches on Strategic Proposal Management. She is also a contributing author to Thomson Reuters Legal Executive Institute, and she has spoken at a number of Legal Executive Institute events and forums.

Listen to the podcast here:

In this second installment, we’ll discuss with Nancey how both law firms and legal departments can establish a trusting relationship around pricing to their mutual benefit, how they can use this relationship to discuss contentious subjects like fees and price structure, and how both sides can determine value in the pricing process.

You can also listen to the first installment of this podcast series here.