Head of Pricing

South East England
14 Jun 2019
12 Jul 2019
Contract Type
Full Time
The department

Our team of business services staff play a significant role in the success of Dentons, and we recruit staff into a wide variety of areas. Here, we look for focused, flexible individuals from a variety of backgrounds who are team players. Previous experience within the legal sector is not essential. We want to give everyone the opportunity to develop his or her potential fully and, therefore, provide support, training and encouragement to members of staff at all levels.

Purpose of role

Dentons UKME is currently recruiting for a Head of Pricing for the UK & ME.

Reporting to the Chief Practice Officer, this senior role will be charged with developing and leading strategic pricing and profitability analyses for the firm. The role will deliver bespoke and general pricing solutions in order to enhance the overall proposition to the clients while at the same deliver improved profitability.

The position will oversee and manage all aspects of client pricing, including advising senior lawyers and professionals on pricing alternatives and strategy, educating stakeholders on pricing principles, supporting partners on the negotiation of key client fee arrangements, assessing current pricing practices, developing and managing pricing analytics and profitability models, implementing annual billing rates, and expanding reporting.

This position requires hands-on attention to detail and will be a key stakeholder in the client engagement process. She/he will utilise technology and strong analytics to drive decision-making.

The role will work across all levels of the firm with responsibility for developing a culture of pricing excellence and profitability optimisation at the strategic and operational levels.

The position will be client-facing, requiring an individual that is adept at negotiating and will require business acumen, rooted in strong commercial and financial principles.


Manage and participate in all aspects of client pricing, including negotiating key client fee arrangements and attending client meetings as pricing lead
Liaise with business development ,marketing, practice management, legal project management, finance, conflict / risk to identify and apply operational best practices (regional and global)
Advise senior lawyers on pricing principles, alternatives and strategy, including assessing current pricing practices and the potential risk and rewards of non-standard fee arrangements
Provide leadership in the development and evaluation of alternative fee arrangements, with appropriate consideration of quantitative and qualitative criteria
Develop and proliferate pricing best practices, tools, templates, reference materials and data base
Ensure fee proposals are consistent with the firm's strategic goals and appropriately capture value
Work with region's leadership to evaluate and analyse key business drivers, risks and opportunities to proactively maximising profit
Conduct meaningful financial analysis and develop insights-driven reporting to drive optimal decision making
Deliver 'client focused' service in response to lawyer, professional and client requests

Required experience, skills and attributes

5+ years of 'client' experience in pricing or revenue management, preferably in a law firm, professional services firm or in-house legal department
Good communication and presentation skills are essential
Experience and comprehensive understanding of professional services business model, financial management principles and profitability metrics
Ability to work to tight deadlines as an individual or as a member of a team
Comprehensive knowledge of professional service firm rate structures, discount arrangement and alternative fee arrangements
Self-motivated and proactive, with strong organisational and time management skills as well as strong analytical skills
Ability to clearly and concisely summarise complex quantitative concepts, both orally and in written communication to internal and external stakeholders
Strong track record of managing teams and direct reports
Good knowledge of Microsoft office applications, particularly Microsoft Excel, Outlook and PowerPoint
Proficiency in financial modelling and spreadsheet functionality is required. Must be able to manipulate data effectively and present findings to management and key stakeholders
Be able to demonstrate detailed understanding of the client requirements by exercising sound judgement and possess the confidence and interpersonal skills to communicate effectively with the Firm's senior management, lawyers, professional and business staff
Ability to build relationships through own and others efforts and in turn build a collaborative environment with all stakeholders (internal and external)

Language Capabilities

We are a truly global law firm and as such, always welcome hearing from those with foreign language capabilities.

The firm

Dentons is always looking to invest in the highest-quality talent, recognising that our success is built on the diverse and unique strengths of each of the members of our Firm.

Dentons is the world's largest law firm, delivering quality and value to clients around the globe. Dentons is a leader on the Acritas Global Elite Brand Index, a BTI Client Service 30 Award winner and recognized by prominent business and legal publications for its innovations in client service, including founding Nextlaw Labs and the Nextlaw Global Referral Network. Dentons' polycentric approach and world-class talent challenge the status quo to advance client interests in the communities in which we live and work.

Equal opportunities

We welcome applications from candidates with disabilities and support those in the workplace who have a disability. Any disability disclosure will be dealt with confidentially and sensitively and if you want to speak directly to a member of our team, please contact