Manager of Strategic Pricing The candidate will, together with own team, provide both strategic and tactical pricing advice and services to the firm. Will help develop the pricing and scope of services of AFAs, including fee modifiers in the forms of penalties, reductions, bonuses and premiums, and work with the Legal Project Management team to design and implement methodologies to ensure AFA matters meet their fixed or budgeted cost and to monitor the efficiency of the work done on those projects. Propose and analyze alternate fee pricing arrangements based on the nature and scope of work to be performed, client expectations, profitability, structure and timing of payment and other salient factors. Participate in the expeditious and tailored creation of responses to FPTs, online auctions and attend, either in person or remotely, client pitch meetings as needed. Work with the Legal Project Management team, Legal Departments, Practice Group Leaders, Partners and Department Chief Operating Officers to devise new methods (technological, process, or otherwise) to help make management of AFAs more efficient, predictable, scalable, accountable and profitable while reducing risk and capitalizing on the use of firm software. Keep abreast of developments in, and guide the firm on, AFAs and other pricing arrangements used within all of the markets in which the firm operates. Gather and provide competitive intelligence on peer firms' approaches to pricing. Produce reports as to the percentage and breakdown of the non-billable hour engagements throughout the firm and top AFA matters on a regular basis. Provide updates and advice to senior management on current and anticipated trends in pricing, including advising on suitable targets as to the breakdown of AFAs as a percentage of the firm's overall revenue. Brand, publicize and internally market the appropriate use of pricing services within the firm. Provide tactical management, recruitment, supervision and mentoring for the pricing team. Assist the Global Director of Knowledge Management in the planning and budgeting of resources for the pricing team to ensure the team is correctly sized and capable of meeting the current and project pricing needs of the firm. Streamline the process for requesting and fulfilling pricing requests, including: establishing a database of pricing engagements; integration of that database into the other related databases within the firm; establishing a clear process to review and follow-up on pricing proposals engagements that are either lost or executed in order to learn from past undertakings. Build, and put in place processes to maintain, a library of template budgets for common engagement types for use by attorneys. Build and provide a robust syllabus of lawyer and management focused training on: pricing, supporting tools, types of engagements in which AFAs should be pursued to improve profitability and exceed client expectations, alternative fee arrangement and realization analysis. Actively work to empower partners and operating managers to self-service the pricing of smaller engagements so as to best leverage the resources of the pricing team while retaining oversight and accountability. Work to raise the profile of the firm's Pricing and Legal Project Management initiatives and thought-leadership through actively seeking writing and speaking engagements on that and related subjects. Draft AFA policies and procedures.
2 yrs required
Submit resume and salary requirements. No phone calls.
Shoot for the moon. Even if you miss it, you will land among the stars.
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