Senior Director of Strategic Pricing and Client Value

Senior Director of Strategic Pricing and Client Value Position description sourced from Fisher Phillips detailing responsibilities for leading the pricing team, developing pricing strategies, and enhancing client value in a labor and employment legal market. Remote or hybrid work available from any U.S. office. Overview 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. The role works with attorneys, executive leadership, corporate staff, and clients to design client-centric solutions, structure competitive proposals, and ensure pricing strategies align with financial and business objectives. The ideal candidate is currently in a pricing role at a law firm with understanding of law firm economics and alternative fee arrangements. The role reports to the Chief Legal Operations Officer and collaborates with leadership, practice group chairs, and business development teams to deliver sustainable revenue growth and long-term client value. Responsibilities 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. Collaborate with the firm’s attorneys to address pricing questions and educate on pricing strategies/approaches and AFAs. Client Value Management: Identify client objectives, cost pressures, and pricing preferences with partners and client relationship teams. Design and implement client-value programs, such as budget predictability tools, portfolio pricing arrangements, legal spend reduction initiatives and related bonus plans, and other value-added services. Develop and implement lessons-learned feedback and post-matter reviews to assess client satisfaction, perceived value, and profitability outcomes, using findings to refine strategies. Proposal & RFP Support: Partner with Pursuits and Proposals teams 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. Join pitch teams and present pricing proposals and value-added services to clients where appropriate. Matter Pricing and Budgeting: Implement and oversee technology used to evaluate matter pricing and budgeting to ensure alignment with fee agreements and use data to improve pricing accuracy. Track pricing performance and provide attorneys with actionable insights to improve success and adapt as needed. Collaborate with Legal Project Management and Finance to establish and track profitability metrics at matter, client, and practice group levels; evaluate options and recommend adjustments. Create and maintain pricing and scoping templates for certain AFAs. Conduct profitability analyses on pricing approval requests, develop pricing approval processes, and communicate rate/pricing recommendations effectively. Billing Rates: Monitor standard and premium billing rates, propose increases and new rates for lateral hires, and conduct market research on competitors’ rates and pricing trends. Audit billing practices with Finance and Billing teams to ensure accuracy and compliance with negotiated rates and flat-fee events. Process Improvement & Technology: Collaborate with finance, IT, and operations to enhance pricing processes, reporting capabilities, and analytical tools; evaluate and implement pricing and profitability software solutions. Cross-Functional Leadership: Advise firm leadership on profitability optimization, pricing innovation, AFAs, AI impact on pricing, and client value trends; lead and develop the Strategic Pricing team (Pricing Managers and Analysts); align pricing with growth initiatives and client service goals. Qualifications & Requirements Education: Bachelor’s degree in Finance, Economics, Business Administration, or related field required. Advanced degree (JD, MBA, or related) preferred. Experience: Minimum of ten (10) years in strategic pricing, profitability analysis, or related roles within a law firm or professional services; proven leadership, ability to influence senior stakeholders, and experience with innovative pricing strategies and AFAs. Technical Skills: Strong financial modeling, revenue forecasting, and data analytics; proficiency with Excel, Power BI, data visualization tools, and legal pricing/profitability platforms (e.g., Intapp, Iridium); ability to translate complex financial data into actionable strategies. Industry Knowledge: Deep understanding of law firm economics, billing practices, client procurement processes, and legal spend management; involvement in legal value, operations, and pricing organizations. Leadership & Communication: Ability to collaborate across a complex organization, communicate complex data clearly, excellent presentation and negotiation skills, client-focused mindset, and experience leading a multi-location team. Compensation Note: The hourly rate range for this position is $189,934 - $253,246. Actual base pay will be determined by location, experience, internal equity, skills, qualifications, and other factors permitted by law. Why Join Us At Fisher Phillips, we recognize that exceptional talent is the foundation of our success. We offer a professional, dynamic environment with opportunities for growth, cutting-edge technology, and leadership commitment to professional development. Our benefits package includes health, dental, and vision insurance, a 401(k) with profit sharing, generous paid time off, and holidays. We provide 24/7 telehealth services, wellness programs, and optional benefits designed to support diverse lifestyles. Learn more at Equal Opportunity Employer Fisher Phillips is committed to equal employment opportunities regardless of race, ethnicity, religion, sex (including related medical conditions), gender, sexual orientation, national origin, citizenship status, veteran status, marital status, pregnancy, age, disability, or any other protected status, in compliance with all applicable laws. The statements in this description are not all-inclusive. Additional duties may be assigned and requirements may vary. For New York City residents, an alternative evaluation process or reasonable accommodation is available upon request at . Relocation costs are not covered. We are only accepting direct applicants; third-party recruiters or agencies will not be considered. No phone inquiries, please. #J-18808-Ljbffr

Created: 2025-10-06