Strategic Pricing & Client Value Director

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

Benefits offered by this job

Health care coverage

401(k) with employer matching

Paid parental leave

Job summary

FBT Gibbons LLP is seeking a Senior Director of Strategic Pricing and Client Value to lead the firm’s pricing, profitability, and client value strategy. You will partner with leadership, attorneys, and business professionals to improve matter economics, apply value-based service models, and guide pricing decisions.

The role requires sophisticated leadership and executive communication to translate complex data into practical recommendations that drive sustainable growth and exceptional client

Qualifications

• Bachelor’s degree in finance, accounting, economics, business administration, or related field; MBA/CPA/JD preferred.
• Minimum 10 years of progressive experience in strategic pricing, law firm finance, profitability, FP&A, or professional services management with leadership responsibility.
• Experience in a large or complex law firm or professional services organization; Am Law 100/200 preferred.
• Proficiency with financial systems, BI and visualization tools, matter management platforms, and AI-enabled pricing tools.
• Demonstrated success designing and implementing pricing strategies, AFAs, profitability initiatives, and performance reporting.
• Experience advising senior executives and partners, leading cross-functional initiatives, and driving adoption of new processes and tools.
• Strong understanding of law firm economics including pricing, leverage, utilization, realization, and margin analysis.

Responsibilities

• Own and evolve pricing and client value function and operating model.
• Lead annual rate-setting and rate strategy, including analyses of market trends and client considerations.
• Develop and advance client value strategies using efficiency, staffing, and delivery models.
• Drive adoption of pricing practices across the firm with clear expectations and training.
• Structure negotiations for hourly, fixed, blended, and other fee arrangements.
• Analyze economics and identify margin risks; recommend actions on scope, rates, staffing, and expenses.
• Collaborate with finance, data, technology, and BD to improve pricing quality and adoption.
• Provide concise reporting on profitability, pricing performance, and market trends.

Skills

Strategic pricing

Leadership

Financial modeling

Executive reporting

Cross-functional collaboration

Pricing governance

Change management

Communication

Education

Bachelor’s degree in finance/related field

MBA / CPA / JD preferred

Tools

Financial systems

BI tools

Matter management platforms

Advanced spreadsheet modeling

AI-enabled pricing tools

Job description

FBT Gibbons LLP is seeking a Senior Director of Strategic Pricing and Client Value to lead the firm’s pricing, profitability, and client value strategy. You will partner with leadership, attorneys, and business professionals to improve matter economics, apply value-based service models, and guide pricing decisions.

The role requires sophisticated leadership and executive communication to translate complex data into practical recommendations that drive sustainable growth and exceptional client