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Pricing Matters

Digitory Legal

21 episodes

9 months ago

Our 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. Meli...

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Our 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. Meli...

Show more...

Episodes (20/21)

Pricing Matters

Pricing is the Starting Place for Everything with Melissa Prince and Dan Pope

Our 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. Meli...

5 years ago

40 minutes

Pricing Matters

Pricing is About Driving Profitability with Andrew Jewel

Andrew 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 firm...

5 years ago

21 minutes

Pricing Matters

Data is Changing the Game for Legal Service Delivery with Greg Kaple

Gregory 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...

5 years ago

18 minutes

Pricing Matters

You Will Always Come to a Better Solution Together with Dwight Floyd

As 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 i...

5 years ago

42 minutes

Pricing Matters

Pricing is Integral to the Client Relationship with Linda Novosel & Sharon Scenna

Linda 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,...

5 years ago

40 minutes

Pricing Matters

We're Seeing Process Improvement on Steroids with Fred Esposito

Welcome 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 an...

5 years ago

44 minutes

Pricing Matters

The Strongest Case you Can Make is Having More Data with Mike Milazzo

Mike 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 strategi...

5 years ago

21 minutes

Pricing Matters

Advancing Diversity In Legal: It All Comes Back to Work Allocation

In 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...

5 years ago

41 minutes

Pricing Matters

Discounting Rates Doesn’t Neccesarily Lead to More Work with Sergey Mezhiritskiy

Sergey 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. ...

5 years ago

25 minutes

Pricing Matters

Don't Be Afraid To Ask with Steph Corey

Stephanie 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 organiz...

5 years ago

39 minutes

Pricing Matters

Expanding the Conversation with Michael Katz

Michael 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, Mic...

5 years ago

22 minutes

Pricing Matters

Raising the Value Boat: A Deep Dive into Intersect 2020

This 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...

5 years ago

1 hour 2 minutes

Pricing Matters

Ignoring Data Bias is Detrimental to Your Business Strategy with Adam Minielly

Adam 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...

5 years ago

30 minutes

Pricing Matters

Its Evolution Not Revolution with Keith Maziarek

Keith 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 bui...

5 years ago

44 minutes

Pricing Matters

It’s the Minutiae that Makes the Difference with Fred Esposito

Frederick 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 ...

5 years ago

46 minutes

Pricing Matters

Pricing is the Start of a Conversation Not the Ending with Jessica Gichner

Jessica 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 coa...

5 years ago

46 minutes

Pricing Matters

It Takes a Village with Jenny Brown

Jenny 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,...

5 years ago

32 minutes

Pricing Matters

Behind Every Number is a Story with Jim Foley

Jim 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 p...

5 years ago

36 minutes

Pricing Matters

Putting Art on the Canvas with Purvi Sanghvi

Purvi 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 interacti...

5 years ago

36 minutes

Pricing Matters

You’ve Got To Start Somewhere with Kevin Vaarsi

Kevin 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...

5 years ago

24 minutes