Senior Manager, Strategic Pricing

Job Description

We are a global law firm with a powerful strategic focus and real momentum. Our industry-focused strategy is seeing us take on pioneering work in places that others have yet to reach. Our shared values define our culture and our workplace. You will find us to be unusually collegial, team-oriented, and ready to innovate. We work seamlessly across practices, offices and around the world. This elimination of boundaries has allowed us to evolve into a law firm that works as hard for its culture as it does for its clients.

The Senior Manager, Strategic Pricing will lead the development of complex pricing proposals, budgets and alternative fee proposals to increase firm revenue and profitability. The Senior Pricing Manager will also oversee and mentor a team of pricing managers and analysts and will be responsible for the development and delivery of complex pricing proposals and financial analysis in support of the Firm’s pricing strategy.

This position works with a team of Pricing, Legal Project Management, Business Development, Innovation, Finance, Knowledge Management and Billing Professionals and reports to the Director, Strategic Pricing and Legal Project Management.

This position is full-time remote and can therefore be located in any city where we have a US office. Flexibility to come to the office for trainings or meetings is required.

Responsibilities include, but are not limited to:

• Analyze both internal Firm financial data and commercial third-party data to proactively understand market terms for pricing proposals for hourly rate proposals and alternative fee arrangements.
• Assess the market competitiveness and profitability of various pricing options and provide risk/reward analyses and recommendations to Firm leadership, Firm partners, and clients.
• Lead discussions with partners, clients and Firm leadership on complex risk-sharing arrangements (contingency matters, partial contingency matters, litigation funded matters), significant alternative fee arrangements (fixed fees, capped fees, etc.) and complicated hourly rate proposals such as global rate panels, to achieve Firm strategic goals.
• Oversee and mentor Pricing Managers and Analysts as they gather information to develop hourly rates, budgets and alternative fee arrangements.
• Develop scope of work, key assumptions and exclusions, major project risks, billing terms and other commercial terms.
• Develop and implement pricing tools, models and best practices including development of competitive yet profitable hourly rate and alternative fee proposals, including developing benchmark rates by practice group and analyzing and implementing procedures to utilize the Firm’s AI tools in the pricing process.
• Lead responsibilities to work with Firm Leadership to secure approvals for all discounted hourly rate proposals and alternative fee arrangements consistent with the Firm’s rate discount and alternative fee arrangement approval policies.
• Lead responsibilities to work with the Legal Project Management team to develop and maintain processes for capturing and leveraging historical metrics to analyze profitability of prior legal projects to develop more informed budgets and pricing models.
• Lead responsibilities to support the bids teams by providing pricing guidance on national and global bids. Serve as the subject matter expert in RFP process as it relates to client pricing decisions.
• Develop policies, procedures and documentation, including training materials, created for the pricing function of the firm and trains attorneys and staff of the Firm on pricing strategies and options.

Please note this job description does not cover or contain all activities, duties or responsibilities that are required of the employee for this job.  Duties, responsibilities and activities may change at any time with or without notice.

Qualification and experience/skills:

• Bachelor degree required preferably in a business-related field such as Finance, Economics, Accounting, or Marketing
• JD preferred
• Minimum of five years in legal services pricing required, including direct experience in scoping, budgeting and developing fee proposals for litigation, corporate and labor and employment matters
• Advanced knowledge of Microsoft 365 applications including Word, PowerPoint, and Excel required
• Experience with law firm technology such as Clocktimizer, Foundation, Aderant Expert, BigHand/Iridium or other matter planning software or tools preferred
• Experience using Microsoft Power BI & Microsoft SQL is preferred
• Strong written and verbal