Latest Digitory Podcast Episodes
Pricing is the Starting Place for Everything with Melissa Prince and Dan Pope
Pricing Matters - October 15, 2020 16:00 - 40 minutesOur 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 betwee...
Pricing is About Driving Profitability with Andrew Jewel
Pricing Matters - September 22, 2020 16:00 - 21 minutesAndrew 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 Alternativ...
Data is Changing the Game for Legal Service Delivery with Greg Kaple
Pricing Matters - September 15, 2020 16:00 - 18 minutesGregory 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 ...
You Will Always Come to a Better Solution Together with Dwight Floyd
Pricing Matters - July 16, 2020 18:00 - 42 minutesAs 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 c...
Pricing is Integral to the Client Relationship with Linda Novosel & Sharon Scenna
Pricing Matters - May 29, 2020 17:00 - 40 minutesLinda 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...
We're Seeing Process Improvement on Steroids with Fred Esposito
Pricing Matters - May 21, 2020 17:00 - 44 minutesWelcome 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 ...
The Strongest Case you Can Make is Having More Data with Mike Milazzo
Pricing Matters - May 13, 2020 17:00 - 21 minutesMike 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, an...
Advancing Diversity In Legal: It All Comes Back to Work Allocation
Pricing Matters - April 29, 2020 16:00 - 41 minutesIn 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 th...
Discounting Rates Doesn’t Neccesarily Lead to More Work with Sergey Mezhiritskiy
Pricing Matters - March 26, 2020 22:00 - 25 minutesSergey 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 ...
Don't Be Afraid To Ask with Steph Corey
Pricing Matters - March 20, 2020 15:00 - 39 minutesStephanie 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 Develo...
Expanding the Conversation with Michael Katz
Pricing Matters - March 11, 2020 16:00 - 22 minutesMichael 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 prof...
Raising the Value Boat: A Deep Dive into Intersect 2020
Pricing Matters - February 19, 2020 17:00 - 1 hourThis 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. W...
Ignoring Data Bias is Detrimental to Your Business Strategy with Adam Minielly
Pricing Matters - February 12, 2020 16:00 - 30 minutesAdam 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 ...
Its Evolution Not Revolution with Keith Maziarek
Pricing Matters - January 22, 2020 17:00 - 44 minutesKeith 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, wor...
It’s the Minutiae that Makes the Difference with Fred Esposito
Pricing Matters - January 15, 2020 18:00 - 46 minutesFrederick 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 ma...
Pricing is the Start of a Conversation Not the Ending with Jessica Gichner
Pricing Matters - January 08, 2020 16:00 - 46 minutesJessica 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...
Pricing is the Start of a Conversation Not the Ending with Jessica Gichner
Pricing Matters - January 08, 2020 16:00 - 46 minutesJessica 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...
It Takes a Village with Jenny Brown
Pricing Matters - December 18, 2019 14:00 - 32 minutesJenny 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 tea...
Behind Every Number is a Story with Jim Foley
Pricing Matters - December 11, 2019 15:00 - 36 minutesJim 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 managemen...
Baking Profitability into the DNA of the Firm with Toby Brown
Pricing Matters - December 04, 2019 14:00 - 40 minutesIn 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...
Putting Art on the Canvas with Purvi Sanghvi
Pricing Matters - December 04, 2019 14:00 - 36 minutesPurvi 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 pric...
You’ve Got To Start Somewhere with Kevin Vaarsi
Pricing Matters - December 04, 2019 14:00 - 24 minutesKevin 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 transparenc...
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