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Associate Director of Pricing and Value

N/A, NY, USA | Proskauer Rose

  • Industry:
    Legal Services
  • Position Type:
  • Functions:
    General Management
  • Experience:
    7-10 years
Job Description:
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The Associate Director of Pricing and Value will be a key member of the Firm's Pricing and Value team and will focus on delivering value through innovative fee arrangements, process improvements, and partner education. The Associate Director of Pricing and Value will work closely with the Global Head of Pricing and Value and the broader Pricing team to push forward strategic pricing initiatives, both locally and internationally. They will work closely with the Partnership to support day-to-day partner pricing needs for new and existing clients and matters. A strong candidate will be driven, analytical, detail-oriented, and have experience with legal pricing and financial modeling, and a solid understanding of law firm economics and accounting principles. 


The Associate Director will provide guidance and support to the Firm's attorneys on creative approaches to alternative fee arrangements and budget development, and be instrumental in creating awareness of the effect of pricing as a means to meet client needs and business objectives. Further, they will advise Partners and other business services leaders on pricing strategies and provide insights into market trends. The Associate Director will be responsible for being the team lead for enhancing the value the team can provide to the litigation and corporate practices of the Firm, including broader socialization of litigation funding and other areas for strategic growth.


The Associate Director of Pricing and Value will collaborate closely with and support the Legal Project Management and Client Operations teams to facilitate a fee proposal from inception, throughout the entire lifecycle to implementation and project management. This individual has an opportunity to affect significant change in a high-profile role.


Responsibilities include but are not limited to:



  • Work closely with the Global Head of Pricing and Value to drive pricing initiatives forward as it relates to: process improvement, partner education, internal and external communication strategies, materials development, etc.

  • Drive strategic enhancement of offerings for the Firm’s litigation practices, including litigation funding.

  • Coach and mentor team members, including direct management of managers/analysts.

  • Contribute to the preparation of various templates and robust financial and pricing models with analyses to help provide partners and the New Business Committee with projected outcomes for alternative pricing arrangements.

  • Facilitate New Business Committee-related pricing initiatives, in close partnership with the LPM and Client Operations teams.

  • Provide pricing support to LPM as it relates to providing matter/client/practice group analyses, innovation initiatives, budgets and fee proposals, and other agreed initiatives as needed.

  • Work with the firm’s Pricing Managers/Analysts to oversee pricing model development and ensure analysis complies with request and quality standards, interface with partners, and facilitate efficient workflow.

  • Develop, negotiate and implement appropriate fee arrangements that meet both the client's budget and pricing demands and internal firm requirements. Engage directly with clients or support partners in client pricing conversations.

  • Provide support to partners for pricing requests, including preparation of fee estimates, development of appropriate pricing approaches and the communication of fees and value pricing.

  • Establish pricing metrics that allow the Firm to continually improve both in terms of individual fee proposals and broader Pricing team engagements and initiatives. 

  • Review of fee arrangements, special provisions, and terms and conditions of client engagements to ensure compliance with firm-wide policies and procedures.

  • Identify and develop fee arrangements specific to key practice areas and industries.

  • Research industry activities and perform business intelligence research on competitive pricing offerings, including market competitive billing rate structures. Broadly identify trends and opportunities for improvements.

  • Collaborate with the Business Development team to develop attractive and inventive market offerings.

  • Assist in the development of matter taxonomies to more effectively understand the cost of matter phases and tasks to better price and monitor matters.

  • Where appropriate, evaluate, conduct, and incorporate client feedback into existing models on price and client value specific themes.

  • Document and share pricing best practices with team members and attorneys. 

  • Support the Global Head of Pricing and Value on development and delivery of pricing-related training to lawyers and key professional staff, supporting pricing education across the Firm and other related firm initiatives, including the rollout of a new client profitability model. 


Qualifications



  • Bachelor’s degree required. Degree in Accounting, Finance, or Economics preferred.

  • Minimum of 8 years of experience in a similar role in an industry or professional services firm in positions of increasing responsibility. Law firm experience required. 

  • Deep litigation & corporate practice expertise required, and knowledge of successful pricing frameworks to support these practices.

  • Strong technical skills, including strong Excel skills (including use of vertical and horizontal lookups, macros, pivot tables and modeling) and a high level of proficiency in Word and PowerPoint required.Experience in using data visualization tools (e.g. Tableau) desired.

  • Exceptional interpersonal and relationship-building skills, with the ability to interact effectively with firm clients, attorneys, and firm professional staff at all levels. 

  • Ability to handle multiple tasks in a fast-paced, deadline-driven environment.

  • Energetic and enthusiastic team player.

  • Direct managerial experience required.

  • Strong written and verbal communication skills, including the ability to draft proposals and other internal and external communications.

  • Attention to detail is extremely critical.

  • Ability to protect and maintain confidential and sensitive information.

  • Flexibility to adjust work schedule according to workload demands.

  • Interest in and ability to understand the legal/business environment, including industry and related practice terminology.


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