Chief Pricing & Client Value Strategy Lead

FBT Gibbons

Houston (TX)

On-site

USD 320,000 - 375,000

Full time

45 hours ago

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Benefits offered by this job

Health care coverage (medical, dental,

Vision coverage

Life insurance

Disability insurance

Parental leave

Wellbeing programs

401(k) with matching

Job summary

FBT Gibbons LLP, a national law firm, seeks a Senior Director of Strategic Pricing and Client Value to lead pricing strategy, profitability, and client value initiatives across its offices. The role partners with firm leadership to optimize matter economics, drive adoption of value-based pricing, and align with growth objectives.

This is a senior leadership position offering strategic influence across departments.

Qualifications

Bachelor’s degree in finance, accounting, economics, business administration, or a related field; MBA, CPA, JD, or comparable advanced credential preferred.
Minimum 10 years of progressive experience in strategic pricing, law firm finance, profitability, financial planning and analysis, legal operations, consulting, or professional services management, including significant leadership responsibility.
Substantial experience in a large or comparably complex law firm or professional services organization; Am Law 100 or Am Law 200 experience preferred.

Responsibilities

Own and evolve the firm’s pricing and client value function, including its operating model, priorities, resources, service delivery standards, and continuous improvement agenda.
Align pricing and client value strategy with the firm’s overall strategy, growth priorities, financial objectives, competitive positioning, and long-term sustainability.
Lead the firm’s annual rate-setting and rate strategy process, including analysis of market trends, competitive positioning, client considerations, practice economics, and proposed rate increases, discounts, and exceptions.
Develop and advance client value strategies that incorporate efficiency, process improvement, technology, staffing, legal project management, alternative delivery models, and other approaches that improve client outcomes and differentiate the firm.
Drive adoption of pricing and client value practices across the firm by establishing clear expectations, communicating business rationale, measuring adoption, and partnering with firm leaders to address barriers to implementation.
Structure and support negotiations for hourly, fixed, capped, phased, blended, portfolio, subscription, success-based, and other alternative fee arrangements; lead pricing for major proposals, pitches, RFPs, and panel reviews.
Analyze matter, client, portfolio, practice, and attorney economics; identify margin risks and revenue leakage; recommend actions involving scope, rates, staffing, leverage, realization, write-downs, collections, and expenses.
Partner with relationship teams and clients to understand objectives, cost pressures, and value expectations; develop reporting, portfolio solutions, efficiency initiatives, and feedback processes that strengthen relationships.
Collaborate with Finance, Data, Technology, Billing, Legal Project Management, and Business Development to develop models, dashboards, tools, and AI-enabled approaches that improve pricing quality, speed, and adoption.
Establish pricing methodologies, approval standards, playbooks, controls, and performance measures; monitor compliance with agreed terms and outside counsel guidelines.
Lead and develop pricing and analytical professionals; coach attorneys and business professionals; build firmwide pricing fluency and adoption through clear communication, training, and practical guidance.
Provide concise, decision-ready reporting on profitability, pricing performance, market trends, risks, and opportunities.