This article is the first of a two-part discussion of the emerging role, responsibilities, and rising influence of pricing directors in law firms. Part Two will discuss pricing strategies and how those entering the fray might think about the practical steps to getting started.
In a market in which in-house clients demand that outside firms lower costsoften by discounting rateslaw firms worry about their profitability. In an increasing number of large firms, the charge for change is being led by a small group of leaders focused on bringing a sound business pricing logic to the legal profession.
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