Senior Director, Strategic Pricing & Client Value Growth

FBT Gibbons; Columbus (OH); On-site; USD 250,000 - 320,000; Full time

Benefits offered by this job

Health insurance

401(k) plan

Job summary

FBT Gibbons LLP seeks a Senior Director of Strategic Pricing and Client Value to lead the firm’s pricing, profitability, and client-value initiatives. This senior role partners with leaders across practice groups to improve matter economics and client outcomes.

The ideal candidate brings deep experience in law firm economics, strategic pricing, and value-based service delivery, with executive communication and change-management skills.

Qualifications

• Minimum 10 years in strategic pricing, law firm finance, or professional services with leadership responsibility.
• Experience advising senior executives and leading cross-functional initiatives.
• Strong financial modeling, forecasting, and executive reporting skills.

Responsibilities

• Own and evolve pricing and client value function across operating model, priorities, resources, and standards.
• Lead annual rate-setting and rate strategy with market trends, client considerations, and discounts.
• Develop client value strategies incorporating efficiency, tech, staffing, and process improvements.
• Drive adoption of pricing practices across the firm with clear communication and training.
• Structure negotiations for various fee arrangements and major proposals; lead pricing for RFPs and panels.
• Analyze matter, client, portfolio, and practice economics; identify margin risks and recommended actions.
• Collaborate with Finance, Data, Technology, Billing, and LPM to develop models, dashboards, and AI-enabled approaches.
• Establish pricing methodologies, controls, and performance measures; monitor compliance.
• Lead and develop pricing professionals; build firmwide pricing fluency and adoption.
• Provide concise, decision-ready reporting on profitability, pricing performance, and market trends.

Skills

Pricing strategy

Leadership

Executive communication

Financial modeling

Stakeholder management

Education

Bachelor's degree in finance or related field

MBA/CPA/JD preferred

Tools

BI tools

AI-enabled pricing tools

Job description

FBT Gibbons LLP seeks a Senior Director of Strategic Pricing and Client Value to lead the firm’s pricing, profitability, and client-value initiatives. This senior role partners with leaders across practice groups to improve matter economics and client outcomes.

The ideal candidate brings deep experience in law firm economics, strategic pricing, and value-based service delivery, with executive communication and change-management skills.