Senior Director of Strategic Pricing and Client Value

Senior Director Of Strategic Pricing And Client Value

FBT Gibbons LLP is a national law firm focused on serving companies operating and investing in the middle market. With nearly 1,500 employees across 26 offices, we support clients ranging from large multinationals to mid-sized businesses and growth-oriented startups across the United States. Our teams collaborate across departments and geographies to deliver excellent service to our clients, colleagues, and the communities we serve.

At FBT Gibbons, diversity enriches our vibrant culture and empowers our teams to achieve more together. We welcome talented professionals who bring valuable skills, a collaborative mindset, and a shared commitment to helping our firm and clients thrive. Here, you'll make meaningful contributions, collaborate with exceptional colleagues, and build a career that grows with your skills and ambitions.

We are currently seeking a Senior Director of Strategic Pricing and Client Value to lead the firm's pricing, profitability, and client value strategy while helping advance commercially sound solutions that support sustainable growth and exceptional client outcomes. This senior business leader will partner closely with firm leadership, practice and client relationship leaders, attorneys, and business professionals to improve matter economics, strengthen financial discipline, and enhance the value delivered to clients.

The ideal candidate is a sophisticated, collaborative leader with deep experience in law firm economics, strategic pricing, profitability analysis, and value-based client service. This individual brings sound judgment, executive-level communication skills, and the ability to convert complex financial and operational data into clear, practical recommendations that support informed business decisions.

This position can be based in Cincinnati, OH;
Columbus, OH;
Dallas, TX;
Denver, CO;
Houston, TX;
Indianapolis, IN;
Los Angeles, CA;
Louisville, KY;
Nashville, TN;
New York, NY;
Newark, NJ;
Orange County, CA;
Philadelphia, PA;
Pittsburgh, PA;
San Francisco, CA; or Washington, DC.

• 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.

• Bachelor's degree in finance, accounting, economics, business administration, or a related field; MBA, CPA, JD, or comparable advanced credential preferred.
• 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…