As DWT's Senior Director of Revenue and Profitability I've founded the firm's Revenue Operations Group - a department consisting of teams responsible for Pricing, Rates, Billing, Collections, Financial Technology, and Data Analytics and Reporting. My role is to support the integration of these teams in order to maximize operational efficiency and success in revenue production, while also prioritizing firm profitability and client service.

As DWT's Director of Client Services and Pricing I oversee the firm's Pricing, Data Analytics, and Client Experience Teams. This talented group of 35+ has responsibility for a number of key functions in the firm:The Pricing Team manages the firm’s pricing approval process from developing market and client intelligence, to building internal budgets, developing profitable price quotes and structures, and monitoring performance against budgets and internal profit benchmarks. All of the members of this team are attorney-facing and collaborate across numerous staff departments including Business Development, Practice Management, and Billing and Collections.The Data Analytics team built and maintains the firm’s internal financial reporting platform. This platform, which regularly receives over 5,000 visits per month hosts the 10 standard reports we use to manage the firm’s financial health as well as a small set of custom-designed reports that are used for targeted strategic insight for specific groups and backend access to the firm’s financial data for our FP&A team. Included in this standard set of reports is the firm’s net margin reporting suite which allows both management-level and extremely granular analysis of net margin based on a model I developed internally.The Client Experience Team contains DWT’s Legal Project Management (LPM) function and was created to bring a needed level of staff and paralegal project management support to engagements with many of the firm’s largest clients. This team specializes in process design and building operational efficiency in a manner that enables and encourages close collaboration with our clients’ legal and legal operations professionals. This group is both attorney and client-facing and regularly collaborates with other departments throughout the firm in order to facilitate the seamless delivery of high quality legal service to our clients.

As DWT's Director of Practice Economics I oversaw all of the firm's pricing activities, while also building a Data Analytics team responsible for building a new enterprise-wide financial reporting platform from scratch.That Tableau-based platform now serves nearly 1,000 users across the firm with a mix of both structured and ad-hoc reports. It also provides the firm's Finance team with efficient access to the data they need in a structured environment. The Data Analytics team continues to be responsible for the ongoing development, maintenance, and user training associated with this platform.

• Review all AFA proposals and recommend approval to firm management on the basis of profitability, strategic opportunity, staffing utilization, and other relevant factors.• Hire and manage a team of analysts who provide research, budget monitoring services, and project management support directly to the firm’s lawyers.• Draft responses to RFPs addressing client requests for AFAs, discounts, and innovative staffing approaches.• Develop, implement, and maintain a pricing and budgeting policy for the firm.• Coach attorneys on discussing AFAs with their clients and focusing on value based pricing.• Work directly with clients to develop AFAs, discount structures, and innovative staffing models.• Build a database of alternative pricing structures and budget templates to facilitate effective and efficient budgeting for new projects.• Regularly report to the firm’s executive committee on pricing trends and profitability.• Develop and present training on pricing strategy and budgeting best practices to attorneys and staff.• Regularly present at industry conferences and events on topics including pricing, legal project management, and change management.

• Act as a firm resource for information and strategy concerning alternative fee arrangements (AFAs) including creating a database of firm AFAs and evaluating their success• Draft responses to RFPs addressing client requests for AFAs • Develop economic models to evaluate the profitability of potential new clients as well as current clients• Coach attorneys on discussing AFAs with their clients and which AFAs could most effectively deliver both client service and profitability• Develop a process to mine firm financial data to build more accurate budgets for new matters• Design and support a series of reports to track AFA profitability and report results to client lead attorneys• Build a pricing model to recommend annual timekeeper rate adjustments on the basis of competitive salary surveys• Serve as a member of the firm’s Legal Project Management (LPM) Implementation Committee and design a series of LPM pilot projects to test strategies for improving profitability and client service• Develop and present training on AFA and LPM strategy and best practices to attorneys and staff• Write a monthly memo to firm management analyzing the firm’s financial performance versus budget

• Oversee a staff of four direct reports in executing Corbis’ global intellectual property enforcement strategy• Support Sales Operations in exploiting customer growth opportunities• Serve as Project Manager for new visual search technology implementation• Support the Sr. Director of Corporate Development through valuation of acquisition targets, vendor evaluation, and market research• Perform due diligence reviews of contracts in support of M&A activities• Manage legal service vendor budget of $1.4 million and negotiate contracts with legal service providers• Build and maintain financial models predicting copyright enforcement revenues• Develop corporate strategy to generate $1+ million in annual copyright infringement recoveries• Serve as legal department representative on new technology implementation initiatives• Develop long-term strategic plan for Corbis’ IP Enforcement group • Act as legal services liaison to Finance, Sales Operations, and IT organizations

• Oversaw all aspects of Corbis’ international anti-piracy and copyright compliance programs• Supported the Sr. Director of Corporate Development through research into acquisition targets and by developing financial models• Developed and implemented anti-piracy controls with photographers, media partners, and editors• Managed relationships and costs with legal vendors in Germany, the UK, and France• On-boarded / terminated outside counsel on the basis of performance against self-developed metrics

• Managed all sales responsibility for over 100 key customer accounts• Designed, built, and maintained SAP Business Explorer reports for the Northwest region• Assisted with troubleshooting and implementation of a new CRM tool rolled out to nationwide sales staff• Presented customer and market trend analyses to senior leadership

• Gathered and analyzed data using SAP Business Explorer to identify customer and product trends• Served as primary reporting contact for 1/3 of General Mills total Foodservice sales staff• Developed customized reports for use by field sales staff and distributed daily• Led training initiatives to improve sales team’s ability to self-serve customer data and report market conditions• Prepared and presented quarterly product and customer reports for senior leadership• Developed reporting templates for Sales Operations staff• Served as project manager for a project to develop and distribute new sales and marketing collateral for a new, nationwide direct sales force.