My life changed when he met the late—and great—Paul O’Byrne in Sydney in 2005.
Until then, I had always struggled with the concept of billing clients in 6 minute increments even though, as managing partner and CEO of large law firms in Australia, this was for all intents and purposes a pretty successful business model which I embraced.
When I left mainstream law firms in 2004 and set up my consultancy practice I was determined not to price my services by time (perhaps I was just too lazy/too old to record time in my own consulting practice?) but really had no idea how I would price myself. That is until I met Paul.
The rest as they say is history. Initially through Paul and then Ron Baker and the whole VeraSage family I have become an advocate, zealot and many of my colleagues would say a terrorist for the destruction of time based billing in professional firms in Australasia.
Viva la revolution!
John Chisholm was previously a partner and managing partner at Maddocks, chief executive of Middletons and executive chairman Melbourne PKF Chartered Accountants.
John established his own consultancy, John Chisholm Consulting, in 2005 to share his expertise and experience with professional service firms in Australia, New Zealand and worldwide who look to maximise their business performance. He now speaks, trains, facilitates, coaches and consults.
As a practising lawyer, managing partner and chief executive John was well placed to experience first hand both the benefits but also the drawbacks of the profession pricing their services solely by reference to time. He now works with many professional service firms (and their clients) around Australasia assisting them with both a mindset change, and the practical implementation and application of, moving towards value based pricing.
John has studied and works with professional firms in UK, US and Australia who no longer bill their clients in 6 minute increments of time. He has written numerous articles on value pricing and has presented and spoken to over a 1000 lawyers and accountants in the past three years on this topic. He is regularly invited as a key note or guest speaker at legal industry events including for the Law Council of Australia, Australian Legal Practice Management Association, Law Institute of Victoria, Law Society of Queensland, CPA Australia and Leo Cussen Institute.