Manager, Strategic Pricing

Goodwin Procter•Boston, MA

About The Position

Goodwin is seeking a Manager to join its Global Operations Team and Strategic Pricing team. This high-impact, fast-paced, high-visibility role partners with lawyers, clients, and colleagues across Finance, Client Development, and Legal Project Management. The Manager owns pricing strategy and execution across matters and clients, helping the firm move beyond billable-hour pricing, improve profitability, and deliver greater value. The role also leads or supports fee negotiations and mentors analysts. The Manager develops end-to-end pricing proposals, supports requests for proposals and panel submissions, analyzes matter performance, and creates commercial, client-centric pricing strategies. The role contributes to new pricing models and frameworks, including those using AI-enabled tools and data analysis, and helps improve pricing processes, tools, and knowledge resources. It also translates data into practical insights, develops attorney training and pricing enablement materials, and builds trusted relationships with internal stakeholders and, where appropriate, key clients.

Requirements

3–5 years of experience in pricing, commercial strategy, or finance in a law firm or professional services environment.
Bachelor’s degree in Business, Finance, Economics, Data Analytics, or a related field.
Proven ability to manage pricing requests independently and influence stakeholders at all levels.
Strong commercial acumen and a genuine interest in value, not just rates.
Excellent written and verbal communication and storytelling skills.
Strong analytical skills, including the ability to translate complex data into clear, actionable insights.
Advanced proficiency in Microsoft Excel, including pivot tables, lookups, dynamic financial modeling, and scenario analyses, and proficiency in PowerPoint.
Highly organized and proactive, with the ability to manage multiple priorities under tight deadlines.
Strategic thinker who is willing to take a hands-on approach.
Experience with data analytics tools such as Power BI, Tableau, advanced Excel, or similar.
Self-starter who is detail-oriented and able to manage multiple deliverables in a fast-paced environment.

Nice To Haves

Professional experience in business strategy or at a management consulting firm.
Experience building pricing models or leading pricing transformation projects.
Law firm pricing experience or client-side experience managing outside counsel spend.
Familiarity with legal service delivery models, including ALSPs, legal project management, and technology-enabled solutions.
Background handling litigation or dispute resolution matters.
A sense of humor and an interest in doing things differently.

Responsibilities

Own end-to-end pricing proposals for alternative fee arrangements, fixed fees, retainers, and value-based models, from scoping and assumptions through delivery.
Manage live pricing requests, RFPs, panel submissions, and fee negotiations independently and under tight deadlines.
Lead or support fee negotiations with clients and partners, using economic analysis to support recommendations.
Develop commercial, client-centric pricing strategies that are profitable and sustainable.
Balance client value with firm profitability and assess risk for each proposal.
Monitor budget-to-actual performance, analyze variances, and report on timekeeper utilization, hours, and rates to support matter management.
Contribute to and begin leading the development of pricing models and frameworks that use AI-enabled tools and data analysis to support alternatives to time-based billing.
Use emerging AI capabilities to create and refine pricing menus, benchmarking tools, and cost models aligned to service offerings.
Identify and lead opportunities to improve team processes, tools, and knowledge-management resources.
Maintain and enhance pricing trackers, fee estimate logs, and enablement tools.
Analyze historic matter data and performance metrics to inform pricing decisions.
Translate data into actionable insights and compelling narratives for attorneys and clients.
Contribute to playbooks, toolkits, and self-service resources for pricing enablement.
Support development of mechanisms to measure adoption of recommended pricing approaches.
Partner with Legal Project Management, Finance, Client Development, and Practice Group teams to support commercially smart pricing outcomes.
Develop and deliver training to attorneys on Goodwin’s pricing approach and commercial best practices.
Mentor analysts on pricing work.
Build trusted relationships with internal stakeholders and, where appropriate, key clients.
Share approaches and lessons learned with Strategic Pricing colleagues to establish best practices and provide service to attorneys across the firm.