Senior Director of Strategic Pricing and Client Value SENIOR DIRECTOR OF STRATEGIC PRICING AND CLIENT VALUE

Check below to see if you have what is needed for this opportunity, and if so, make an application asap. 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. Track and analyze pricing performance, providing attorneys with actionable insights to improve success in attracting new work and to adapt as necessary. Partner with the Legal Project Management and Finance teams to establish and track profitability metrics at the matter, client, and practice group levels, evaluating options, and recommending adjustments as needed. Create and maintain pricing and scoping templates for certain AFAs. Conduct profitability analyses on pricing approval requests, develop and institute appropriate pricing approval processes, and make rate and pricing recommendations through effective communication. Monitor standard and premium billing rates across the firm and propose increases and new rates for lateral hires. Conduct market and competitive research to monitor competitors’ rates, pricing trends, client procurement practices, and evolving billing expectations. Working with the firm’s Finance and Billing teams, audit billing practices to ensure accuracy and compliance with negotiated rates and flat-fee billing 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 to increase accuracy and efficiency. Cross-Functional Leadership Serve as a trusted advisor to the firm’s executive leadership on profitability optimization, pricing innovation, AFAs, the impact of AI on pricing, and client value trends. Lead, mentor, grow, and develop the Strategic Pricing team, including Pricing Managers and Analysts. Align pricing strategies with firm growth initiatives, practice group objectives, 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 years of experience in strategic pricing, profitability analysis, or related roles within a law firm or professional services. Proven leadership experience managing high-performing teams, influencing senior stakeholders, and interacting with clients. Successful track record of designing and implementing innovative pricing strategies and AFAs in a competitive market. Technical Skills Strong financial modeling, revenue forecasting, and data analytics expertise. Proficiency with Excel, Power BI, data visualization tools, and legal pricing/profitability platforms (e.g., Intapp, Iridium). Ability to interpret complex financial data and translate it into actionable strategies. Industry Knowledge Deep understanding of law firm economics, billing practices, client procurement processes, and legal spend management. Participation in legal value, legal operations, and legal pricing organizations. Leadership & Communication Strong ability to collaborate with attorneys, clients, and business teams across a complex organizational structure. Ability to communicate complex data in ways that are easy and efficient to understand. Exceptional presentation and negotiation skills, with the ability to influence at all levels. Client-focused mindset with a commitment to delivering measurable value. Demonstrated success leading a team across multiple locations. The hourly rate range for this position is $189,934 - $ 253,246. Actual base pay within this range will be determined by several components, including but not limited to, location, relevant experience, internal equity, skills, qualifications, and other job-related factors permitted by law. Why Join Us At Fisher Phillips, we recognize that exceptional talent is the foundation of our success, enabling us to deliver outstanding service to both our internal and external clients. Joining our team means collaborating in a professional yet dynamic environment that leverages cutting-edge technology. Our leadership is committed to fostering your professional growth and providing opportunities to challenge yourself in meaningful ways. We believe in rewarding talent with more than just a competitive salary. Our comprehensive benefits package includes health, dental, and vision insurance, a 401(k) with profit sharing, generous paid time off, and holidays. Your well-being is our priority. We offer 24/7 telehealth services, a variety of wellness programs, and additional optional benefits designed to support your unique lifestyle. At Fisher Phillips, you’ll find a workplace that values your health, happiness, and continued professional development. To learn more about our firm, visit us at www.fisherphillips.com . Equal Opportunity Employer Fisher Phillips is committed to providing equal employment opportunities to all employees and applicants, 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 position description are not necessarily all-inclusive. Additional duties and responsibilities may be assigned, and requirements may vary from time to time. As part of our initial screening process, we may use AI to compare the skills and job titles from your resume with the job description. This is NOT an Automated Employment Decision Tool (AEDT) and will not be used to make selection decisions. It is only used (occasionally) in addition to manual screening. If you are a resident of New York City and would like to request an alternative evaluation process or reasonable accommodation, please email staffrecruiting@fisherphillips.com. Relocation costs are not covered. We are only accepting direct applicants; third-party recruiters or agencies will not be considered. No phone inquiries, please.

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