Manager, Strategic Pricing

Goodwin•Washington, DC

9d•$145,000 - $160,000

About The Position

The Manager, Strategic Pricing is part of Goodwin’s Global Operations Team and joins the Client Value team. This high-impact, fast-paced, high-visibility role partners with lawyers, clients, and colleagues across Finance, Client Development, Legal Project Management, and practice groups. The manager owns or supports 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 supports fee negotiations, develops pricing models and tools, analyzes matter data, and mentors analysts.

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 passion for value, not just rates.
Excellent written and verbal communication and storytelling skills.
Strong analytical skills and 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 and deliverables under tight deadlines in a fast-paced environment.
Strategic thinker willing to take a hands-on approach.
Experience working 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.

Nice To Haves

Professional working experience in business strategy or 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 a love of doing things differently.

Responsibilities

Own end-to-end pricing proposals across 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, grounding positions in matter economics.
Develop commercial, client-centric pricing strategies that are profitable and sustainable.
Balance client value with firm profitability and assess risk on 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 development of pricing models and frameworks, including those leveraging AI-enabled tools and data analysis to accelerate pricing insights and move beyond 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 independently to inform pricing decisions.
Translate data into actionable insights and compelling narratives for attorneys and clients.
Contribute to playbooks, toolkits, and self-serve 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 and education to attorneys on Goodwin’s pricing approach and commercial best practices, and 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 deliver service to attorneys across the firm.