The LOPSided Podcast Episode 16: Pricing with Pride - Smarter Strategies, Stronger Values
Jul 2, 2025
In this insightful conversation, Chris Hanley, Head of Commercial and Pricing at Ashurst, shares his journey from retail to legal pricing. He emphasizes the need for equitable pricing strategies and discusses how authenticity can reshape workplace cultures, especially during Pride Month. Chris sheds light on evolving client expectations, the limitations of traditional hourly rates, and the future of pricing in an AI-driven world. His perspective on integrating diversity, equity, and inclusion into pricing shows how values can enhance client relationships and drive business success.
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From Fashion Floors To Legal Pricing
- Chris Hanley moved from fashion merchandising into management accounting then pricing after a LinkedIn approach.
- His retail experience shaped his commercial thinking and led him into legal pricing ten years ago.
Pricing As Commercial Strategy
- Pricing is more than spreadsheets; it's a branch of commercial strategy that communicates value.
- Chris reframes his team as commercial professionals who use price to articulate client value.
Hourly Rates Are Sticky — For Now
- The hourly rate remains sticky because firms default to it and clients may lack alternatives.
- Moving to output-based pricing will accelerate with AI and requires reframing value around outputs.