Associate Director, Pricing

JOB SUMMARY & OBJECTIVES

The Associate Director of Pricing is a senior member of the firm’s pricing function, responsible for leading the design, implementation, and execution of innovate pricing strategies. Working closely with the Director, firm leadership, and group heads, this role will develop and implement pricing strategies that are competitive in the market, support client value, and are aligned with the firm’s overall business objectives.

In addition to the pricing team, the Associate Director will oversee the team responsible for financial compliance of Outside Counsel Guidelines (OCGs) and maintenance of the firm’s fee agreements in the financial system. The role will be required to work closely with various groups within Finance and externally within the organization (e.g. Financial Analysis, Client Development & Engagement, Conflicts, etc.)

The Associate Director will play an integral role in the implementation of best practices, new processes, technologies, and resources. This role requires an understanding of the differences across markets—practices, industries, regions, etc. —to effectively tailor strategies and solutions that align with client expectations and operational realities. The role requires a blend of strategic thinking, analytical capability, and strong communication skills to apprise stakeholders of desired outcomes, drive adoption of best practices, ensure compliance with client requirements, and deliver actionable insights on pricing performance. They will be required to be a proven leader who can influence senior stakeholders, deliver on strategic initiatives, and balance commercial insight with operational excellence.

ESSENTIAL JOB DUTIES & RESPONSIBILITIES

Strategic Leadership & Execution

• Partner with the Director to translate firm strategy into actionable pricing initiatives.
• Lead a team that supports pricing, compliance, and fee agreement tracking, ensuring delivery against agreed goals.
• Serve as trusted advisor to firm leadership, practice group heads, and partners, influencing strategic decision-making on pricing and client value.
• Partner with practice groups and business development teams to develop competitive fee proposals and alternative fee arrangements (AFAs).
• Analyze profitability drivers to recommend pricing models that balance client needs with firm objectives.
• Track competitive market data and pricing trends by region, practice area or other relevant differentiators.
• Identify and partner with pricing contacts within client organizations. Build relationships with these contacts to deepen the Firm’s understanding of client priorities on matters.

Partner & Stakeholder Engagement

• Work directly with partners to develop pricing approaches tailored to client needs while ensuring profitability.
• Educate and coach partners and senior management on pricing strategy, negotiation approaches, and market developments.
• Conduct training sessions, workshops, and one-on-one coaching to build firm-wide standardized pricing acumen.
• Work with Partners on submissions to Finance Committee for AFAs and discount arrangements, which includes developing ad hoc analysis including trends, peer rate comparisons, comparative client analysis.
• Represent the pricing function in high-level meetings with clients, practice leadership, and firm committees.

Outside Counsel Guidelines & Compliance Oversight

• Oversee the team responsible for reviewing, interpreting and monitoring compliances with client Outside Counsel Guidelines (OCGs), focusing on financial provisions.
• Ensure that the firm’s pricing, billing, and matter management practices comply with client requirements and mitigate compliance risk through proactive management.
• Establish reporting mechanisms and accountability frameworks to track compliance firm-wide.

Tracking, Analytics & Best Practices

• Develop firm-wide frameworks for tracking fee arrangements, matter budgets, and financial performance.
• Lead the creation of pricing guidelines, playbooks, and reporting tools to ensure consistent, data-driven decision making.
• Drive continuous improvement by embedding best practices in scoping, budgeting, and fee negotiations.
• Collaborate with business development and other Finance teams to enhance client value delivery.

Technology & Innovation

• Stay on top of developments in pricing, profitability, and legal technology, evaluating tools that enhance efficiency, transparency, and client service.
• Champion adoption of new pricing technologies and systems to improve analytics, reporting, and compliance.
• Ensure the team is trained and equipped to leverage emerging tools effectively.

Client Engagement Support

• Play an active role in RFPs, client negotiations, and fee discussions.
• Provide strategic support in creating and presenting value-driven, competitive proposals.

Education

Required

• Bachelor’s degree in finance, accounting, business, or related field.

Preferred

• M.B.A., J.D. or other advanced degree preferred

SKILLS AND EXPERIENCE

REQUIRED

• 10+ years of directly related experience in strategic pricing analysis and reporting in a law firm or a professional services firm, with Excel modeling, profitability analysis and budgeting/forecasting.
• Proficiency in MS Office suite, particularly Excel and PowerPoint.
• Demonstrated leadership experience, with proven success in managing teams (motivating, supervising and training) and influencing senior stakeholders.
• Strong financial modeling and analytical skills with the ability to utilize tools to compile and analyze data and recommend and/or implement solutions to complex problems.
• Significant working understanding of alternative fee arrangements and pricing of legal/professional services.
• Demonstrated ability to apply principles of logical thinking to define problems, collect data, establish facts, and draw valid conclusions.
• Self-assured self-starter capable of thriving in a dynamic environment.
• Experience working with all levels of personnel within law firms and clients.
• Excellent written, verbal, presentation skills.
• Demonstrates strong problem-solving abilities and effective negotiation skills.
• Proven ability to adapt to change and balance competing demands and priorities.
• Commercially minded, proactive, and adaptable, with the ability to deliver on strategic goals while managing day-to-day operations.
• Advanced proficiency in developing and maintaining pricing tools and databases.

Salary Information

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