Senior Pricing Manager

Overview

A leading law firm is seeking an experienced Senior Manager Pricing to lead pricing strategy, alternative fee arrangements (AFAs), and client value initiatives. This highly visible role will partner with firm leadership, Practice Group Leaders, Finance, Business Development, and Legal Project Management to develop competitive and profitable pricing strategies for sophisticated client engagements.

The ideal candidate will bring significant legal pricing, financial analysis, and commercial strategy experience, along with a strong understanding of law firm economics.

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.
• Ability to manage multiple concurrent pricing, budgeting, and proposal deadlines.