(149) Value Based Pricing Colony With Mathew Kerbis, The Subscription Attorney Law Subscribed podcast

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(149) Value Based Pricing Colony with Mathew Kerbis, The Subscription Attorney

6d ago 55:48

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On May 14, 2025, I presented live on the topic of subscription-based legal services to Shaun Jardine’s Value Based Pricing Colony. Here are the top 5 takeaways:

1. Start Small with Subscription Models: Law firms interested in moving to a subscription-based pricing model should begin with a pilot program in one practice area, targeting loyal clients and documenting results to build internal support.

2. Value Over Time Tracking: The shift from billable hours to subscription or value-based pricing requires a mindset change—focus on the value delivered, not the time spent. This benefits both clients (predictability) and lawyers (better relationships, less stress).

3. Tiered Service Packages and Scope Management: Successful subscription models often use tiered packages (e.g., bronze, silver, gold) with clear boundaries. It’s important to positively reinforce clients who need more and move them up tiers, rather than penalizing them.

4. Not All Clients or Practice Areas Are Equal: Subscription models may not fit every client or practice area, but with thoughtful segmentation and pricing, firms can attract ideal clients and avoid unprofitable work. It’s okay—and often necessary—to turn away difficult or low-value clients.

5. Market Opportunity and Innovation: There is a huge, underserved “latent legal market” of people and businesses who need legal help but can’t afford traditional hourly rates. Subscription and alternative pricing models, supported by technology and automation, can unlock this market and drive innovation in legal services.

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