Pitch & Proposal Manager

Responsibilities

• Manage RFPs, RFIs, and strategic client pitches from intake through final submission.
• Cook up cross-functional proposal teams across Business Development, Marketing, Finance, Legal Project Management, and Practice Groups.
• Ensure pitches and proposals meet deadlines, quality standards, and commercial objectives.
• Structure and model alternative fee arrangements, including fixed fees, capped fees, blended rates, discounts, and success fees.
• Develop pricing models, cost estimates, profitability projections, comparative analyses, and matter budgets.
• Partner with attorneys and leadership to evaluate pricing scenarios and develop competitive fee proposals.
• Manage pricing auctions and other competitive pricing processes.
• Support AFA guidelines, approval workflows, and governance processes.
• Monitor active AFA matters to identify potential scope, budget, and profitability concerns.
• Track and report on pitch outcomes, win/loss rates, AFA performance, and other key metrics.
• Research market pricing trends, competitor positioning, and industry benchmarks.
• Maintain and enhance proposal templates, playbooks, processes, and pricing tools.
• Supervise, mentor, and review the work of junior team members.
• Support additional client value, profitability, and strategic firm initiatives.

Requirements

• Bachelor’s degree required; MBA or related advanced degree preferred.
• 5–7+ years of experience in proposal/pursuit management, legal pricing, financial analysis, or a related discipline.
• Law firm or professional services experience strongly preferred.
• Experience managing complex RFPs, RFIs, and strategic pitches involving multiple stakeholders.
• Experience developing or supporting AFAs and competitive pricing proposals.
• Experience with pricing auctions preferred.
• Strong financial modeling skills and advanced Excel proficiency.
• Experience with pricing, financial reporting, or business intelligence platforms preferred.
• Experience with law firm accounting systems; 3E or Aderant preferred.
• Prior supervisory or team leadership experience preferred.
• Excellent project management, analytical, communication, and organizational skills.
• Ability to manage multiple concurrent deadlines in a fast-paced environment.