Strategic Pricing & Client Value Leader

FBT Gibbons

Washington (District of Columbia)

On-site

USD 344,000 - 375,000

Full time

2 days ago

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Benefits offered by this job

Health care coverage

Life insurance

Disability insurance

Parental leave

Wellbeing programs

401(k) retirement plan

Job summary

FBT Gibbons LLP is seeking a Senior Director of Strategic Pricing and Client Value to lead pricing, profitability, and client value initiatives across the firm. This senior leader will partner with firm leadership and practice groups to improve matter economics, strengthen financial discipline, and enhance client outcomes.

The ideal candidate has deep experience in law firm economics, strategic pricing, and value-based service.

Qualifications

Bachelor’s degree in finance, accounting, economics, business administration; advanced credential preferred.
10+ years in strategic pricing, law firm finance, profitability, or professional services with significant leadership.
Substantial experience in a large/complex law firm or professional services; AmLaw 100/200 preferred.
Proficiency with financial systems, BI/visualization tools, matter management platforms, advanced spreadsheet modeling, and AI-enabled pricing tools.
Proven success designing pricing strategies, alternative fee arrangements, profitability initiatives, budgets, and performance reporting.
Experience advising senior executives and partners; leading cross-functional initiatives; driving adoption of new processes/tools.
Expert knowledge of law firm economics: pricing, leverage, utilization, realization, margins, and billing.
Advanced financial modeling, forecasting, scenario analysis, data interpretation, and executive reporting.
Ability to translate complex analysis into clear recommendations and implementation plans.
Strong leadership, coaching, collaboration, communication, and change-management capabilities.

Responsibilities

Own and evolve the firm’s pricing and client value function and operating model.
Align pricing strategy with the firm’s goals, growth priorities, financial objectives, and sustainability.
Lead annual rate-setting, market analysis, discounts, and exceptions.
Develop client value strategies using efficiency, process improvement, technology, staffing, and legal project management.
Drive adoption of pricing practices across the firm with clear expectations and measurable outcomes.
Structure negotiations for various fee arrangements; lead pricing for proposals and panels.
Analyze economics across matters, clients, portfolios, and practice; identify margin risks and actions.
Partner with teams and clients to understand objectives and develop reporting and portfolio solutions.
Collaborate with Finance, Data, Technology, Billing, LPM, and BD to build models and AI-enabled tools.
Establish methodologies, controls, and performance measures; monitor compliance.
Lead and develop pricing professionals; coach attorneys and staff; drive pricing fluency.
Provide concise, decision-ready reporting on profitability, pricing performance, trends, risks.