Baking Profitability into the DNA of the Firm with Toby Brown

Pricing Matters

English - December 04, 2019 14:00 - 40 minutes - 27.6 MB
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Next Episode: Behind Every Number is a Story with Jim Foley

In 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 pricing roles. Every firm needs this role and if your firm doesn’t have it raise your hand!Profitability Evangelism. The biggest impact pricing teams have in law firms is shifting the transparency and awareness around profitability. Resourcing. Many pricing teams are overwhelmed. When asking for more resources focus on how your team’s work directly impacts the revenue and margin of the firm.

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