Senior Client Value Manager

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Title :

Senior Client Value Manager

Location :

Washington, D.C.

Job Summary

Gibson Dunn is a leading global law firm, advising clients on significant transactions and disputes. Our exceptional teams craft and deploy creative legal strategies that are meticulously tailored to every matter, however complex or high-stakes. The firm’s work is distinguished by a unique combination of precision and vision.

Based in New York, Washington D.C., or Texas, the Senior Client Value will be responsible for supporting attorneys in pricing and client value related initiatives with the ultimate goal of raising profitability and market share while helping to maintain and deliver the maximum value to the Firm’s clients. The primary responsibilities of this position will include but are not limited to: (1) developing, evaluating, and executing the Firm’s pricing strategies;  (2) providing guidance to senior management and attorneys to implement optimal commercial terms; (3) communicating best practices as it relates to pricing and alternative fee arrangements; (3) collaborating closely with other departments to ensure pricing strategies are executed effectively.

The Senior Client Value Manager is also expected to serve as a positive role model and mentor, with a commitment to providing superior service to the Firm’s attorneys, and maintain effective departmental operations through teamwork and continuous improvement.

This role reports to the Director of Client Value.

Responsibilities include:

  • Gain a thorough and deep understanding of the Firm’s financial drivers;
  • Work closely with the Director to proactively analyze and optimize the Firm’s pricing strategies;
  • Counsel firm leadership and attorneys regarding pricing strategies, preparing budgets, legal management resources , and completing bespoke pricing-related requests;
  • Provide materials, training, and coaching on a firm-wide basis to assist attorneys and professional staff with achieving the key performance indicators set by firm leadership;
  • Coach pricing analysts with regard to pricing strategies and client pricing demands;
  • Work closely with attorneys and the Proposals team in the preparation of RFPs and client pitches;
  • Regularly evaluate pricing and budgeting resources and templates across the firm’s global footprint;
  • Develop and produce ad-hoc and standardized reports at the client group/client/matter levels to provide additional clarity and enhance transparency for senior management;
  • Collaborate with the Legal Project Management team to build reports and analyses to study matter profitability with focus on the success or failure of initial pricing strategies;
  • Work closely with the Finance and Billing teams to create customized client performance reports to allow for internal monitoring and analysis;
  • Assist with the training and coaching of firmwide attorneys on alternative or value-based billing, negotiation tactics and pricing/financial concepts;
  • Participate in the annual rate-setting process and provide senior management and attorneys with relevant legal market and competitor information with respect to billing rates and other pricing-related metrics;
  • Review and participate in negotiations of legal contracts and outside counsel guidelines provisions, including ensuring proper implementation of agreed-upon commercial terms across the firm;
  • Staying abreast of current and new technologies and market trends in the legal pricing;
  •  Collaborate and work with other members of the Client Value team in special projects as assigned.

Qualifications

  • Understanding of financial management and business drivers, and ability to think strategically and analytically
  • Strong business acumen; apply sound judgment and discretion with respect to confidential and sensitive information
  • Strong ability to communicate persuasively, both orally and in writing
  • Strong work ethic and ability to work independently, creatively and proactively
  • Demonstrated ability to make presentations to small and/or large groups
  • Good interpersonal skills and the ability to deal effectively with all levels of personnel and work collaboratively across departments and offices
  •  Proven organizational skills; ability to execute identified initiatives and processes in a timely manner

Experience

  • University degree
  • 10+ years in client service oriented functions preferred; 5+ years law firm experience required
  • High proficiency in Word, Excel, Outlook and PowerPoint and the ability to quickly learn and utilize additional software and systems

 

Gibson Dunn will consider for employment qualified Applicants with Criminal Histories in a manner consistent with the requirements of local law.

 

Compensation & Benefits:

The annual compensation range for this position is $175-245k. The salary offered within this range will depend upon qualifications and other operational considerations.

Benefits offered for this position include health care; retirement benefits; paid days off, including sick time, and vacation time; parental leave; basic life insurance; Flexible Spending Accounts; as well as discretionary, performance-based bonuses.

GIBSON DUNN & CRUTCHER LLP IS COMMITTED TO THE PRINCIPLES OF EQUAL EMPLOYMENT OPPORTUNITY FOR ALL PARTNERS, EMPLOYEES AND APPLICANTS AND, IN ACCORDANCE WITH THE APPLICABLE FEDERAL AND STATE LAWS, DOES NOT DISCRIMINATE ON THE BASIS OF SEX, RACE, CREED, COLOR, RELIGION, MATRICULATION OR POLITICAL AFFILIATION, NATIONAL ORIGIN, ALIENAGE OR CITIZENSHIP STATUS, ANCESTRY, AGE, MARITAL STATUS OR PARTNERSHIP STATUS, FAMILY RESPONSIBILITIES, DISABILITY, MEDICAL CONDITION, PERSONAL APPEARANCE, GENETIC INFORMATION, PREDISPOSING GENETIC CHARACTERISTICS, SEXUAL ORIENTATION, MILITARY STATUS, STATUS AS A VICTIM OF DOMESTIC VIOLENCE, STALKING AND SEX OFFENSES, ARREST OR CONVICTION RECORD, OR ON ANY OTHER BASIS PROHIBITED BY LAW.