Head of Pricing - any UK location

Head of Pricing Location - Any UK location Department - Finance Reporting Line - Head of Finance (firmwide) Purpose of the Role To lead Addleshaw Goddard's Pricing agenda; providing hands on commercial, relevant and practical advice and support to partners, sector heads, Finance, BD in order to drive profitability. Duties ??? Pricing Governance. To establish the firm's pricing governance framework which includes (but is not limited to) the creation of the firm's Pricing Advisory Committee, developing a pricing strategy for all major panel appointments and for significant one-off opportunities. The Head of Pricing is responsible for the finance support, assessing both pricing decisions and also reporting the success of planned delivery models. ??? To serve as the firm's primary resource for pricing related matters, working alongside colleagues in Finance, BD and across Practice and Sector lines. ??? To implement a process to identify and monitor the dates of panel agreements, to review pricing with the CRP team ahead of any formal RFP to ensure the pricing approach is proactively managed, with CRP and Exec support. ??? Major Clients. To create a process with the pricing Committee to review all major client engagements and to identify any opportunities such as clients outside formal panel periods. Whilst important the key aims here are the increased control of pricing agreements, consistency of offerings, support to major client teams and increased visibility of governance around pricing. ??? To pro-activity identify client opportunities outside the major clients described above. To devise a process to review client engagement terms and periods, to identify the biggest client opportunities for immediate discussion and challenge and to create a rolling programme of review and prompts to CRP teams to renew panel/client terms. ??? Annual Firm-wide rates review. Under the Pricing Advisory Committee sponsorship, the Head of Pricing is responsible from leading the finance support in the delivery of the rates review, ensuring that value is maximised. ??? Training. To lead the design and implementation of specific training sessions for both Partners and associates to help up skill the firm around pricing. ??? Pricing Tools & On-line knowledge bank. To be responsible for the ongoing development of pricing tools, and information to be stored and shared on a central pricing hub. Knowledge, skills and experience required (bespoke to role) ??? Strong track record of supporting and coaching decision makers and client-facing Partners on pricing issues. ??? Minimum of 5 years' experience in pricing or business management discipline, in either a law firm or other relevant professional services environment. ??? Working knowledge of legal service pricing, alternative fee arrangements, law firm profitability and costing of services. ??? Ability to analyse and model financial data and prepare concise reports to assist in pricing decisions. ??? The ability to lead and manage the application of systems and technology to the processed involved in critical pricing activities. ??? Experience and technical expertise to manage large data sets to model and manipulate data for analysis and presentation. ??? Excellent communication skills - both written and verbal. Confident presence, and interpersonal skills that enable effective engagement and collaboration with the firm's most senior Partners and Directors. ??? Tenacity, resilience and patience when dealing with difficult and challenging issues ??? Flexibility and able to adapt readily to changing requirements and circumstances ??? Dynamic problem solving abilities; finding creative, commercial and pragmatic solutions ??? The ability to work well and operate comfortably within a partnership structure / culture Key 12 month Objectives ??? Establishing the Pricing team: Define and recruit the team required to underpin the delivery of the Pricing agenda. ??? Establishing the Pricing governance framework: To establish the Pricing Advisory Committee, including the process, approach, members and remit that will drive the most value for AG. ??? September 2018 Rate Review: To successfully deliver the firm-wide headline rate increase. ??? Client Opportunities: To collate all major client pricing agreements and terms, and to identify any clients that are out of the panel term and prioritise for immediate review. Embed a process to ensure non-standard pricing terms are reviewed consistently. ??? Pricing Coaching: To scope, with the Head of Finance and CFO, Partner coaching/training requirements. ??? ROI: To implement a system for measuring the financial success of the pricing team / committee.