Dick van Lankeren Matthes: Stop selling hours, start selling outcomes

In this episode, Pim Betist sits down with Dick van Lankeren Matthes, founder of Shift Upgrade. With 18 years of experience as a finance lawyer, including as Head of the Transaction Innovation team at Loyens & Loeff, Dick knows the legal world inside out and he’s on a mission to change it.

We discuss why he left big law to help firms and legal departments do things differently. His focus: making sure highly trained lawyers spend less time on low-value work and more time on what truly matters.

We explore the core elements of meaningful change: people, process, and technology, but also the biggest obstacle to real innovation in the legal sector: the billable hour. Dick explains why this outdated model kills the incentive to improve and makes a compelling case for fixed or project-based fees.

We cover:

- Why the billable hour kills innovation

 - How to align people, process & tech for real change

 - How fixed fees drive better outcomes—for clients and firms

- Why firms must rethink the traditional leverage model

- Why pricing strategy is the gateway to real transformation

It’s a conversation packed with practical insights on pricing strategy and change management, delivered with Dick’s signature pragmatism.

Whether you're in a law firm or a legal department, expect plenty of food for thought on how to deliver better legal services at lower cost and with higher quality. I hope you enjoy this candid and thought-provoking conversation with Dick van Lankeren Matthes.

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