Director – Strategic Pricing & Client Value

Director – Strategic Pricing & Client Value

Requirements

• Bachelor’s Degree required.
• Minimum of 10 years’ work experience preferred, preferably in a large law firm, leading professional services firm, or corporate legal department.
• Client legal operations experience preferred.
• Extensive experience managing projects and/or legal matters with multiple work streams.
• Superior organizational skills, including the ability to prioritize workload, coordinate multiple projects simultaneously, meet deadlines, and ability to be flexible and adapt to change.
• Exceptional analytical skills, including the ability to prepare concise analysis and reports to support key clients.
• Strong attention to detail, including a focus on quality and accuracy of outputs produced.
• Exceptional interpersonal and relationship-building skills, business-minded, with leadership, influence, and execution capabilities. Ability to interact effectively with clients, attorneys, and senior professional staff.
• Exceptional oral and written communication skills.
• Proven ability to proactively and professionally manage internal client relationships with emphasis on producing results in a client focused/service-oriented manner.
• Ability to thrive in a fast-paced environment, manage multiple projects simultaneously, and complete tasks with minimal oversight.
• Ability to protect and maintain confidential and sensitive information.
• Proficiency in Word, Excel, and PowerPoint. Ability to learn, leverage and use additional programs, including business intelligence, visualization, budgeting, and financial management software.

Responsibilities

• Lead team and be a ‘go to’ resource for all partners, across all industries and practice areas to review pricing proposals, payment plans and proactive discount arrangements.
• Develop and implement creative and data-driven pricing solutions and strategies aligned to meet internal and external client needs and business objectives, including the use of alternative fee arrangements.
• Create innovative pricing models that go beyond traditional alternative fee structures – helping clients see legal investment as a strategic asset, not just a cost.
• Consult with attorneys to develop pricing proposals and budgets, pitch strategies, and client negotiations. This will include locating sample budgets and other relevant matter experience, data mining and analysis of historical matters in our knowledge management environment, and drafting pricing-related communications.
• Build trust and credibility across geographies, industries, and practices in estimating and budgeting.
• Provide advice and support to lawyers and others involved in pricing proposals and approvals, advancing pricing as a strategic discipline to drive profitability and revenue growth.
• Work directly with attorneys on pricing and project management issues, including providing data and analytics on matter performance and rate arrangements. Lead the team to identify client business objectives, cost pressures, and pricing preferences, and leverage information to develop fee proposals aligned with client goals.
• Analyze the financial impact of pricing arrangements and work with client teams and business units to develop strategies to improve profitability. Assist in developing and implementing economic models to project the financial impact of proposed pricing arrangements and staffing models.
• Stay informed of current pricing and project management trends within the legal market and apply learned concepts to help improve the firm’s pricing capabilities.
• Contribute to, help manage, and maintain resources and content on the Pricing & Project Management intranet site.
• Embrace opportunities for innovation, introduction of technology, participate in technology reviews, and participate in proof-of-concept analysis and recommendations.
• Lead matter management opportunities either proactively or at the request of a partner.
• Owns the relationship with the Client(s) and Partner(s) on pricing and project management issues, including providing data and analytics on matter performance and rate arrangements. Work with all levels of P&PM and across Goodwin’s GO Team to help identify client business objectives, cost pressures, pricing preferences, and leverage information learned from clients to develop client reporting.
• Partner with the P&PM & Client Development teams to draft sections of RFP and pricing proposal responses relating to pricing and project management.
• Partner with P&PM, Pricing Operations, and Billing teams on the review of and compliance with client Outside Counsel Guidelines and related requests.
• Partner with Practice Management and Client Development teams to emphasize cross-selling opportunities for Goodwin practices and partners for existing client relationships.
• Engage directly with leadership to develop and implement tools and processes to assist in effective client project management, including budget templates, reports, and model client communications.
• Leverage data to track matter progress and flag early signs of cost creep or budget risk.
• Layout strategic recommendations and drive process improvement recommendations as you work and progress within the role.
• Track key client and attorney reporting/analysis deadlines and meet those requirements, as requested.

Preferred Qualifications

• Client legal operations experience preferred.