Senior Pricing Manager

Responsibilities

• Lead the development, negotiation, approval, and management of alternative fee arrangements, including fixed, capped, blended, success-based, and other value-based fee structures.
• Advise partners and Practice Group Leaders on pricing strategy, profitability, risk, and commercial considerations.
• Develop pricing models, matter budgets, cost estimates, and financial analyses for client engagements.
• Analyze historical matter performance, realization, profitability, and financial metrics to identify pricing opportunities and risks.
• Establish and maintain governance and approval processes for AFAs and non-standard fee arrangements.
• Monitor AFA performance, pitch outcomes, win rates, and client value initiatives.
• Partner with Business Development, Marketing, Practice Groups, and Legal Project Management on RFPs, RFIs, and strategic pitches.
• Manage pricing components of competitive proposals, client pitches, and pricing auctions.
• Partner with Legal Project Management to ensure matters are appropriately scoped, staffed, budgeted, and managed for profitability.
• Build relationships with Practice Group Leaders and relationship partners to understand client and commercial priorities.
• Develop training and guidance on pricing tools, fee arrangements, and best practices.
• Monitor legal industry pricing trends, competitive practices, and evolving client expectations.
• Support strategic initiatives involving client value, profitability, and business development.

Requirements

• Bachelor’s degree required; MBA, J.D., or related advanced degree preferred.
• 7–10+ years of experience in legal pricing, financial analysis, commercial strategy, or a related field.
• Law firm or professional services experience strongly preferred.
• Demonstrated experience developing and managing AFAs and sophisticated pricing strategies.
• Strong understanding of law firm economics, including realization, profitability, matter budgeting, and financial performance.
• Experience with RFPs, competitive pitches, and pricing auctions.
• Strong financial modeling, analytical, and problem-solving capabilities.
• Experience with pricing, financial reporting, business intelligence, CRM, and/or legal practice management systems.
• Law firm accounting software experience strongly preferred.
• Excellent negotiation, presentation, communication, and project management skills.
• Strong business acumen and ability to advise and influence senior stakeholders.
• Able to manage multiple concurrent pricing, budgeting, and proposal deadlines.