Track 1 · Trade Secret
The Opening Call1 / 7
AIJA Vienna · Breakout workshop

The pricing conversation

A live matter lands on your phone. The call, the email, the intel — revealed as the room moves through it.

Delivered by Beyond Billable Hours × The Value Collective
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Facilitator controls · desktop

Run the room.

Print or share each room's QR, then reveal the matter stage by stage as the room moves through it.

Reveal the matter
Now showing the room
The Opening Call
Stage 1 of 7
Live in the room. In the built tool, each reveal pushes to every scanned phone in that track instantly — no refresh, no reading ahead.
Room QR codes
Submission timer
15:00
15 min
Sets how long tables have to submit. Participants see a live countdown on the pricing exercise.
Table submissions
One answer per team0
Session feedback
What they said0
About this workshop

Delivered together.

The Pricing Conversation is designed and run by Beyond Billable Hours and The Value Collective — two teams working on how law firms create, communicate and price value.

The teams
Beyond Billable Hours

We help law firms grow beyond the hourly model — building the commercial skills, pricing confidence and business-development habits that turn good lawyers into trusted, well-paid advisers.

beyondbillablehours.io LinkedIn
Where strategy meets impact

The Value Collective helps professional-services firms and mission-driven organisations grow smarter — through better pricing, stronger positioning and new business models. A sharp, collaborative approach that challenges the status quo.

thevaluecollective.nl LinkedIn
Your facilitators
Marieke van der WiltM
Marieke van der Wilt
The Value Collective · Founder
The Value Collective was founded by Marieke van der Wilt in 2025. With a background in strategy, pricing and business development, she brings over a decade of experience across corporate and professional-services environments. Before founding The Value Collective, she led the BD and pricing teams at De Brauw and held various commercial and analytical roles.
LinkedIn Email
Barbara Koenen-GeerdinkB
Barbara Koenen-Geerdink
Beyond Billable Hours · BOOST
Barbara has led BD and marketing teams in international and regional law firms, including as CMO of the largest firm in the Middle East. She now advises firms globally on data-driven business development, team transformation and technology adoption. She is also the author of Beyond Billable Hours and co-founder of BOOST, a community for law firm BD professionals.
LinkedIn Email
Stijn van OirschotS
Stijn van Oirschot
Beyond Billable Hours
Stijn brings vast experience at the intersection of legal technology and business development. Having advised law firms across Europe on digital transformation, client relationship management and data-driven BD strategies, he bridges the gap between technology and practice — combining deep technical understanding with commercial insight to help firms modernise their processes, improve collaboration and unlock new growth through smart use of technology.
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