The Pricing Manager plays a leading role in how the firm designs, evaluates, and manages pricing across a wide range of client matters. Collaborating closely with attorneys, practice leaders, and business teams, the role develops and models pricing arrangements that balance client value with the firm's financial objectives. This includes managing a steady portfolio of pricing requests, coordinating tasks, managing deadlines, producing polished pricing materials, and tracking matter performance to ensure alignment between pricing assumptions and real-time delivery.
In addition to day-to-day pricing support, the role leads several key operational and strategic functions, including shaping RFP pricing strategy, overseeing the annual client and matter rate-setting cycle, and maintaining governance over rates and alternative fee arrangements (AFAs). The Pricing Manager also strengthens the firm's pricing infrastructure by improving the systems and processes used to gather and evaluate matter data, deepening pricing and budgeting insights and increasing visibility into cost drivers.
Reporting to the Director of Pricing, the position may guide or mentor analysts, contributing to a high-performing team and the continued advancement of pricing best practices across the firm.
Responsibilities:- Develop, model, and recommend pricing arrangements across hourly, discounted, and alternative fee structures.
- Equip attorneys with clear, actionable information to support confident client conversations around pricing, including negotiation preparation, detailed analyses, defined assumptions, and guidance that ensures proposals align with client objectives and firm goals.
- Coordinate end-to-end pricing requests, including scoping, assumptions, modeling, timelines, and communication with engagement teams.
- Produce polished, client-facing pricing deliverables that clearly communicate structure, assumptions, and value.
- Work closely with attorneys, practice leaders, and business teams on pricing strategy, rate discussions, budgeting assumptions, and responses to pricing questions.
- Lead pricing strategy and deliverables for RFPs, ensuring models and narratives align with client expectations and firm financial objectives.
- Oversee the annual client and matter rate-setting cycle, including analysis, recommendations, and coordination with key stakeholders.
- Analyze industry benchmarks and market data to inform pricing strategy and advise partners and management on opportunities, risks, and trends.
- Maintain governance over rates and alternative fee arrangements (AFAs) to ensure alignment with firm guidelines and financial targets.
- Collaborate with partners, Business Development, Finance, Intake, and Billing to ensure pricing decisions are executed accurately throughout the matter lifecycle.
- Monitor and analyze matter performance, identify variances, and recommend adjustments to maintain alignment with pricing assumptions.
- Strengthen processes, systems, and data structures used for pricing and matter performance analysis to support better decision-
- Lead continuous improvement of pricing tools, workflows, documentation, and data integrity to enhance efficiency and scalability.
- Support training, documentation, and development of pricing best practices.
- Mentor or guide Analysts and Senior Analysts to build a strong, capable pricing team.
Requirements:- Bachelor's degree required, preferably in Finance, Accounting, Economics, Business, or a related analytical field.
- 5 - 7+ years of pricing or financial analysis experience in a professional-services environment, including at least 2 years in the legal industry; experience leading, supervising, or mentoring analysts is preferred.
- Advanced financial modeling skills, including expert Excel capability (complex formulas, x-lookups/v-lookups, dynamic modeling, pivot tables) and the ability to build, maintain, and enhance complex spreadsheets.
- Strong working knowledge of legal pricing structures, including rate development, matter planning and budgeting, staffing/leverage assumptions, and alternative fee arrangements (AFAs), with demonstrated experience supporting pricing discussions and client negotiations.
- Strong analytical and critical-thinking abilities, with the ability to interpret financial data, identify trends and risks, and develop clear, actionable recommendations for attorneys and firm leadership.
- Excellent communication and presentation skills, with the ability to translate complex financial concepts into practical guidance and produce concise, well-structured written deliverables for varied audiences.
- Familiarity with law firm revenue operations, including timekeeping, billing, and accounts receivable; experience with Aderant or similar large-firm financial systems is preferred.
- Knowledge of matter management workflows, including pricing requirements, budgeting, time categorization, and compliance with Outside Counsel Guidelines (OCGs).
- Proficiency with Microsoft database query and reporting tools using Structured Query Language (SQL), Power Query and Power BI a plus.
- Strong proficiency with Microsoft Office (Word, Outlook, Excel, PowerPoint), Teams and Copilot.
- Collaborative leadership style, with the ability to partner effectively with attorneys, Finance, Billing, Business Development, and administrative teams while driving improvements in pricing processes and workflow efficiency.
- Exceptional organization and time-management skills, with the ability to balance multiple pricing requests and firmwide initiatives in a fast-paced, deadline-driven environment.
- Demonstrated sound judgment, professionalism, and ability to maintain strict confidentiality when working with sensitive financial or client information.
Compensation: The national salary range is approximately $115,000 - $160,000. Starting salary will be determined based on location, qualifications, and experience.
Benefits:
- Medical Insurance
- Dental Insurance
- Vision Insurance
- Health Savings Account
- Flexible Spending Accounts
- Life insurance
- Disability Insurance
- Paid Parental Leave
- 401(k) Plan
- Paid Days Off/Vacation
- Firm Paid Holidays
