Senior Director of Strategic Pricing and Client Value

SENIOR DIRECTOR OF STRATEGIC PRICING AND CLIENT VALUE

Position Summary

The Senior Director of Strategic Pricing and Client Value is responsible for leading the firm’s pricing team and developing, implementing, and overseeing innovative pricing strategies and client value initiatives that enhance profitability, improve client satisfaction, and strengthen the firm’s competitive position in the labor and employment legal market. This senior leadership position works closely with attorneys, the firm’s executive leaders, corporate staff, and clients to design client-centric solutions, structure competitive proposals, and ensure pricing strategies are aligned with the firm’s financial and business objectives.

The role reports directly to the Chief Legal Operations Officer and partners with the firm’s leadership, practice group chairs, and business development teams to deliver sustainable revenue growth and long-term client value.

This position can be performed on a remote or hybrid basis from any of the firm’s U.S. offices.

Responsibilities to Include:

Strategic Pricing Leadership

• Develop, implement, and manage firm-wide pricing strategies and goals for various legal services, including hourly rates (with or without discounts), alternative fee arrangements (AFAs), fixed fees, blended rates, retainers, EPLI-insured work, success fees, and innovative value-based pricing models.
• Lead the design and negotiation of competitive fee structures that meet clients’ needs while protecting or enhancing profitability.
• Work with the firm’s attorneys to answer pricing-related questions and to educate and otherwise communicate effectively regarding pricing strategies/approaches and AFAs.

Client Value Management

• Collaborate with partners and client relationship teams to identify client objectives, cost pressures, and pricing preferences.
• Working directly with clients and relationship partners, design and implement client-value programs, such as budget predictability tools, portfolio pricing arrangements, legal spend reduction initiatives and corresponding bonus plans, and other value-added services.
• Working with other key firm stakeholders and clients, develop and implement lessons-learned feedback and post-matter reviews to assess client satisfaction, perceived value, and profitability outcomes, and use findings to refine strategies.

Proposal & RFP Support

• Partner with the firm’s Pursuits and Proposals team to develop pricing proposals, budgets, and fee structures for client pitches and RFP responses.
• Model financial scenarios to forecast revenue, profitability, and risks for proposed engagements.
• Where appropriate, join pitch teams and present to clients on the pricing proposals being made and other value-added services.

Matter Pricing and Budgeting

• Implement and oversee the firm technology used to evaluate matter pricing and matter budgeting to ensure alignment with fee agreements and to utilize data to improve pricing accuracy.