Director of Strategic Pricing & Client Value

FBT Gibbons; Santa Ana (CA); On-site; USD 316,000 - 345,000; Full time

Job summary

FBT Gibbons LLP in the United States seeks a Senior Director of Strategic Pricing and Client Value to lead pricing, profitability, and client-value initiatives across the firm. The role partners with firm leadership, attorneys, and business professionals to improve matter economics and client outcomes.

The ideal candidate brings deep law-firm economics expertise, executive communication skills, and the ability to translate complex data into practical recommendations that drive sustainable growth

Qualifications

• Bachelor’s degree in finance, accounting, economics, business administration, or a related field.
• 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.
• Proficiency with financial systems, business intelligence and visualization tools, matter management platforms, advanced spreadsheet modeling, and emerging AI-enabled pricing tools.
• Demonstrated success designing and implementing pricing strategies, alternative fee arrangements, profitability initiatives, matter budgets, and performance reporting.

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.

Skills

Leadership

Executive communication

Pricing strategies

Financial modeling

Cross-functional collaboration

Change management

Education

Bachelor’s degree in finance / accounting / economics / business

MBA / CPA / JD preferred

Tools

Financial systems

BI / Visualization tools

Matter management platforms

Advanced spreadsheet modeling

AI-enabled pricing tools

Job description

FBT Gibbons LLP in the United States seeks a Senior Director of Strategic Pricing and Client Value to lead pricing, profitability, and client-value initiatives across the firm. The role partners with firm leadership, attorneys, and business professionals to improve matter economics and client outcomes.

The ideal candidate brings deep law-firm economics expertise, executive communication skills, and the ability to translate complex data into practical recommendations that drive sustainable growth