Annual Value Meeting

In January of every year, the Institute hosts its annual Value Meeting bringing together select in-house legal departments and law firms to discuss hot topics as they relate to Value.

The two-day meeting is invitation-only and has a limited number of participants to ensure open dialogue and active contribution by all who attend.

The 2017 Meeting was held on January 5th and 6th at the Miami office of Greenberg Traurig.  Kevin Doolan of Moller Professional Services Group, and Harvard Law School and Cambridge University as well as Danny Ertel of Vantage Partners, facilitated a two day meeting.  The session explored the top issues facing pricing and LPM professionals in their firms, how to scale the function and conversations to have with clients.  BTI contributed a State of the Market Overview and Professor Michele DeStefano of the University of Miami Law School hosted a session on Innovation in Legal.


The January 2016 meeting was held on January 7 and 8 at the office of Greenberg Traurig. The deep dive topic for the 2016 meeting was The Art and Science of Negotiation and was facilitated by one of the most reputable Negotiation experts and trainers – Danny Ertel of Vantage Partners. Participants received a healthy mix of theory and hands-on negotiation exercises through-out the session.

As well as being a founder of Vantage Partners, Danny was a Principal at Conflict Management Inc. and a Senior Researcher at the Harvard Negotiation Project, where he focused on the settlement of litigation and on the design of alternative dispute resolution procedures. He taught negotiation at the University of Toronto Law Faculty and has authored many books on the topic including:

  • Beyond Arbitration: Designing Alternatives to Securities Litigation

  • Getting Ready to Negotiate

  • The Point of the Deal: How to Negotiate when Yes is not Enough


The 2016 meeting program was developed through the contributions of Matthew Beekhuizen, Chief Pricing Officer of Greenberg Traurig; John Ferko, EVP of Miles & Stockbridge and Steven Manton, Strategic Pricing Leader of Debevoise & Plimpton.


The January 2015 meeting was held in Miami at the office of Littler Mendelson and the subject was Value in the New Normal – how to define, measure and create incentives for maximum value. Topics included:

∙ Measuring return on legal spend. How are in-house functions measuring return and how are law firms defining deliverables. What are the gaps and how can we close them.

  • Is value merely price or are there other levers such as risk avoidance, transaction success etc. – what are the hard and soft levers.

  • How to sell value up to the board or CEO.

  • Collaboration between law firms and in-house departments to convey value.

  • Procurement departments – the role they can play in the value negotiation.

  • How to leverage law firm pricing professionals to help achieve value successes.

  • Which alternative fee arrangements encourage real value.

…and more

The 2015 meeting was facilitated by Kevin Doolan of Harvard Law School and Cambridge University, and one of the world’s foremost thought leaders on Value in the legal industry; other facilitators included John Ferko, the Executive VP of Miles & Stockbridge and Alexi Caught of Moller PSG.

The 2015 meeting program was developed through the contributions of Jon Cott, Chief Pricing Officer of Covington & Burling; Justin Ergler, Director of Alternative Fee Intelligence and Analytics of GlaxoSmithKline; Julie Lee, Legal Program Manager of eBay; and Steven Manton, Strategic Pricing Leader of Debevoise & Plimpton.