Pricing Matters
22 episodes - English - Latest episode: almost 4 years ago -Pricing is a catalyst for innovation and collaboration in the legal industry. Business professionals from interdisciplinary teams including pricing, business development, client value, procurement, legal operations, practice and project management are working together to create pricing solutions that deliver value and profitability. Digitory Legal wants to highlight the important work that these professionals are doing to advance the business of law, so we created the Pricing Matters Podcast. Your host, Aurelia Spivey, will be speaking to thought leaders who discuss market trends, provide actionable insights and share their experience of the evolving landscape of legal pricing.
Homepage Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
Pricing is the Starting Place for Everything with Melissa Prince and Dan Pope
October 15, 2020 16:00 - 40 minutes - 28.1 MBOur Guests Melissa Prince serves as Ballard Spahr’s Chief Client Value and Innovation Officer and sits on the firm's Management Committee and Expanded Board. Melissa focuses on listening to client needs and understanding how each client's business operates in order to make the connection between value and innovation. She oversees the firm's Client Value and Innovation program, which includes more than 20 business professionals focused on creating a customized experience for each client. Me...
Pricing is About Driving Profitability with Andrew Jewel
September 22, 2020 16:00 - 21 minutes - 14.7 MBAndrew Jewel is the Senior Director, Strategic Pricing & Business Solutions at Seyfarth Shaw. Andrew works closely with Firm Department Chairs, the Chief Marketing & Business Development Officer, and key members of the Finance team and leads the pricing and business side of Seyfarth’s Alternative Fee Arrangement (AFA) program. Prior to entering the legal solutions industry, Andrew practiced law for nearly five years as a commercial litigation and antitrust associate at two AmLaw firms. He e...
Data is Changing the Game for Legal Service Delivery with Greg Kaple
September 15, 2020 16:00 - 18 minutes - 13.1 MBGregory J. Kaple is the Senior Director, Legal Business Services, Kaiser Foundation Health Plan. Greg Kaple is a venturer and a strategist known for creating unique business models and solution delivery innovations for complex professional, technology, and services organizations. In his current role, Kaple is transforming the KFHP legal department’s service delivery model to provide affordable access to high-quality legal care. Comprised of more than 80 attorneys, 170 total staff, and a com...
You Will Always Come to a Better Solution Together with Dwight Floyd
July 16, 2020 18:00 - 42 minutes - 29 MBAs the US Chief Pricing & Value Officer, Dwight Floyd and his team work with Eversheds Sutherland attorneys and clients to provide superior value by developing and implementing creative pricing and service delivery strategies. Value is rarely increased through wholesale discounting or telling clients what they need but instead by targeting – actually asking – clients about their specific goals and what they want to achieve. Dwight works closely with attorneys and administrative staff to inc...
Pricing is Integral to the Client Relationship with Linda Novosel & Sharon Scenna
May 29, 2020 17:00 - 40 minutes - 27.7 MBLinda Novosel serves as Blank Rome’s Chief Innovation & Value Officer. In this role, Linda is responsible for driving the development of creative approaches to enhancing value and client service. Linda collaborates with Blank Rome’s attorneys and clients on designing customized service solutions that are cost-effective and efficient through a combination of people, process, and technology. In addition, Linda oversees strategic pricing and client value, practice innovation, data analytics, le...
We're Seeing Process Improvement on Steroids with Fred Esposito
May 21, 2020 17:00 - 44 minutes - 30.9 MBWelcome back to Frederick J. Esposito, Jr, MBA, CLM, Chief Operating Officer of the regional law firm Rivkin Radler LLP. Fred has more than 25 years of law and accounting firm experience and has been a Certified Legal Manager (CLM)SM since 2006. Fred specializes in financial and organizational management and has managed and worked in a consulting capacity with several law firms, both international and domestic. Fred brings considerable “real world” experience to his role as a speaker and ed...
The Strongest Case you Can Make is Having More Data with Mike Milazzo
May 13, 2020 17:00 - 21 minutes - 14.5 MBMike Milazzo is Kelley Drye’s Director of Strategic Pricing and is focused on delivering solutions to enhance overall client value and drive bottom-line performance for the firm. With over 12 years of pricing experience, Mike works with the firm’s Executive Director, Chief Financial Officer, and senior firm management on strategic and operational initiatives related to pricing, project management, and process improvement. He consults with partners to develop appropriate pricing strategies ...
Advancing Diversity In Legal: It All Comes Back to Work Allocation
April 29, 2020 16:00 - 41 minutes - 28.7 MBIn this episode, we speak with Diversity Lab’s Chief Intelligence & Knowledge Sharing Officer, Lisa Kirby, and Lelia Hock, Director, Legal Department Partnerships & Inclusion Initiatives to find out how Pricing, Innovation, Client Value, and Legal Project Management teams can help to prevent the potential negative impact of the current crisis on all the advances that have been made in diversity in the legal industry. Lisa Kirby, Chief Intelligence & Knowledge Sharing Officer at Diversity...
Discounting Rates Doesn’t Neccesarily Lead to More Work with Sergey Mezhiritskiy
March 26, 2020 22:00 - 25 minutes - 17.4 MBSergey Mezhiritskiy is currently a Senior Pricing Strategist with Proskauer Rose LLP in New York. Has been working in the legal industry for about 5 years. Before that, he was a Pricing Manager with Allens in Sydney, Australia and a Pricing Analyst with Debevoise & Plimpton in New York. During his tenure with law firms, Sergey served as a trusted advisor to partners and firm leaders on pricing related issues such as rate negotiations, profitability optimization, and process improvements. S...
Don't Be Afraid To Ask with Steph Corey
March 20, 2020 15:00 - 39 minutes - 27 MBStephanie Corey is a co-founder of UpLevel Ops, a consulting firm specializing in providing services for in-house legal departments and law firms. UpLevel Ops provides a complete range of Legal Operations support, including IT solutions, Finance and Budget guidance, Talent Management and Development, Benchmarking, Best Practices and Metrics, and Outside Counsel Selection and Management. Stephanie also founded and is a former executive member of the leading legal operations trade organizati...
Expanding the Conversation with Michael Katz
March 11, 2020 16:00 - 22 minutes - 15.7 MBMichael Katz is the Pricing & Data Analytics Director at Holland & Knight, where he pioneered the pricing function over four years. Key elements of the pricing program are partner education, matter budgeting, and tracking, RFP/pitch support, and one-on-one consulting on alternative fees and profit improvement. His prior legal industry positions include Treasurer at Orrick, FP&A manager at WilmerHale, and Advisor at SB2 Consultants. Prior to working in the legal industry, Michael held a ser...
Raising the Value Boat: A Deep Dive into Intersect 2020
February 19, 2020 17:00 - 1 hour - 43.1 MBThis week, we take a deep dive into Intersect 2020 which is the True Value Partnering Institute (TVPI) Annual conference, held in Miami in January. You can also enjoy this video recapping the event. Our guests James Shoemaker and Steven Manton speak to us in their capacity as TVPI advisors. We explore highlights from the Intersect 2020 conference, including key takeaways from sessions on leadership, change management and resilience with a focus on the evolving role of the business of law ...
Ignoring Data Bias is Detrimental to Your Business Strategy with Adam Minielly
February 12, 2020 16:00 - 30 minutes - 21.1 MBAdam Minielly is the Manager, Pricing at Osler, Hoskin and Harcourt, where he plays a key role in overseeing the firm’s pricing activities and operations, driving firm strategy related to the development, analysis, and implementation of creative, workable solutions in response to client pricing demands. Prior to Osler, Adam worked in roles in competitive intelligence and pricing at Dentons LLP, Blakes, Cassels and Graydon, and Norton Rose Fulbright. Adam holds an undergraduate degree in p...
Its Evolution Not Revolution with Keith Maziarek
January 22, 2020 17:00 - 44 minutes - 30.7 MBKeith Maziarek is the Director of Pricing and Legal Project Management at Katten Muchin Rosenman LLP, where he is responsible for building the firm’s formal pricing and legal project management functions. Prior to Katten, Keith served as Senior Director of Client Value for Perkins Coie LLP, working closely with the client legal operations executives to develop collaboration strategies to improve operational efficiencies. Keith’s career in strategic pricing began at DLA Piper LLP, where he b...
It’s the Minutiae that Makes the Difference with Fred Esposito
January 15, 2020 18:00 - 46 minutes - 32 MBFrederick J. Esposito, Jr, MBA, CLM, Chief Operating Officer of the regional law firm Rivkin Radler LLP, has more than 25 years of law and accounting firm experience and has been a Certified Legal Manager (CLM)SM since 2006. Fred specializes in financial and organizational management and has managed and worked in a consulting capacity with several law firms, both international and domestic. Fred brings considerable “real world” experience to his role as a speaker and educator. Also, he is a...
Pricing is the Start of a Conversation Not the Ending with Jessica Gichner
January 08, 2020 16:00 - 46 minutes - 31.8 MBJessica Gichner is the Senior Director of Pricing & LPM Solutions at Pillsbury. She leads a team responsible for matter budgeting and monitoring, process improvement, legal project management, knowledge management, and technology solutions. She regularly collaborates with the firm's attorneys to develop solutions that are tailored to meet individual client needs, as well as provide transparency and predictability. Jessica also has experience in matter management, business development coachi...
Pricing is the Start of a Conversation Not the Ending with Jessica Gichner
January 08, 2020 16:00 - 46 minutes - 31.8 MBJessica Gichner is the Senior Director of Pricing & LPM Solutions at Pillsbury. She leads a team responsible for matter budgeting and monitoring, process improvement, legal project management, knowledge management, and technology solutions. She regularly collaborates with the firm's attorneys to develop solutions that are tailored to meet individual client needs, as well as provide transparency and predictability. Jessica also has experience in matter management, business development coachi...
It Takes a Village with Jenny Brown
December 18, 2019 14:00 - 32 minutes - 22.6 MBJenny Brown is the Senior Manager of Strategic Pricing Husch Blackwell LLP. Jenny has over 20 years of experience in law firm accounting, including Strategic Pricing, Partner Compensation, and Financial Reporting and Analysis. While currently managing Strategic Pricing efforts, Jenny and her team also partner with Legal Project Management to develop optimal client service plans. Jenny leads the annual rate-setting process, participates in developing creative pricing arrangements for clients...
Behind Every Number is a Story with Jim Foley
December 11, 2019 15:00 - 36 minutes - 25.2 MBJim Foley is the Pricing and Legal Project Management Director at Hunton Andrews Kurth LLP, where he oversees the pricing, legal project management, matter analytics, business intake and conflicts areas. He has extensive experience in alternative fee arrangements (AFAs), legal project management (LPM), matter budgeting, law firm financial management and financial analysis, and is a catalyst for change within the firm. Jim joined the firm in 1995. Prior to his role as pricing and legal pro...
Baking Profitability into the DNA of the Firm with Toby Brown
December 04, 2019 14:00 - 40 minutes - 27.6 MBIn this episode, we speak with Toby Brown, Perkins Coie’s Chief Practice Management Officer. Toby leads the firm’s revenue management and efficiency programs, legal project management, pricing, process improvement, practice innovation, alternative staffing, and new partner integration. Toby has more than a decade of experience in practice management and pricing with Am Law firms and is the former director of the Utah State Bar. TOP THREE TAKEAWAYS FROM THIS EPISODE Opportunities for more...
Putting Art on the Canvas with Purvi Sanghvi
December 04, 2019 14:00 - 36 minutes - 24.8 MBPurvi Sanghvi is the Director of Strategic Pricing at Paul Hastings, which has been ranked one of the five most innovative law firms by The Financial Times. She is responsible for creating the platform upon which pricing strategies are implemented across the firm globally. Her team oversees pricing management, develops and analyzes alternative fee arrangements, and creates budgets for complex client matters. She is responsible for pricing strategies for the firm’s top clients, often interact...
You’ve Got To Start Somewhere with Kevin Vaarsi
December 04, 2019 14:00 - 24 minutes - 17 MBKevin Vaarsi is the Director of Pricing at Fenwick & West, where he leads a team focusing on the development and execution of the Firm's pricing strategy. The team works closely with attorneys, professional staff and clients on creating value-based pricing arrangements and delivering transparency and predictability through legal project management. TOP THREE TAKEAWAYS Data Analytics: Historical data analysis play a key role in creating task-based budgets and enabling constructive scoping d...