Ditch the Billable Hour: How to Price Value, Not Time with Shaun Jardine

Value-based pricing gives law firms a way out of the billable hour and into pricing that reflects outcomes, not time. Shaun Jardine breaks down how solo attorneys and small firm owners can offer clients gold, silver, and bronze service levels, run a successful pricing pilot, and grow profitability without padding timesheets. Shaun Jardine is the founder of Big Yellow Penguin and former CEO of a Top 250 UK law firm, with over 35 years in the legal profession. He wrote Ditch the Billable Hour, a 400-page guide to value-based pricing, and the follow-up Ditch & Switch, which lays out 50 real-world pricing examples across private client and commercial work. He created the 8-P Point Plan, a framework that helps firms move from time-based billing to value-based pricing. What you'll learn: Price outcomes and value instead of hours and inputs Offer clients three service levels at three price points Run a value-based pricing pilot one lawyer at a time Build a pioneer group of willing lawyers, not skeptics Give fixed prices in litigation using the concentric circles method Chunk litigation work into yes work, likely work, and next stages Ask clients what service level they expect before you price Turn away unprofitable, difficult clients to free up capacity Document a pricing policy every new hire learns on day one Run after-action reviews when a fixed price misses the mark Understand why clients rank lower price 14th, not 1st Apply Kotter change management to win over resistant lawyers Chapters: 00:00 Welcome and Shaun's path to value-based pricing 03:53 How to run a pricing pilot and offer three service levels 08:22 Handling case variability and turning away bad work 13:00 Fixed pricing in litigation and creative fee models 21:44 The 8-P Point Plan and getting lawyers to buy in 28:00 What the most profitable firms do differently Connect with Shaun Jardine: Email: [email protected] Website: bigyellowpenguin.co.uk LinkedIn: linkedin.com/in/shaunjardine Books: Ditch the Billable Hour and Ditch & Switch (available on Amazon) #lawfirm #lawyers #billietarascio #modernlaw #businessoflaw #lawfirmlife #entrepreneur #ai #optimisticdisruptor = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = Thanks for watching! If you enjoyed this video, make sure to like, subscribe, and hit the bell so you don’t miss the next episode. 🔗 Want to be a guest on Billie’s podcast? Apply to join Law Labs or the Modern Arizona Podcast here: 👉 https://modernlaw.fillout.com/t/iXtib... 🎤 Interested in having Billie speak at your event? Request her as a speaker here: 👉 https://modernlaw.fillout.com/t/rHB29... ⚖️ Need family law representation? Visit us at mymodernlaw.com — we’re here to help. 📲 Connect with Billie on LinkedIn:   / billie-tarascio-62322bb