Pricing framework development | Performance analysis | Process design | Commercial improvement | Negotiation framework design

Engaged on pricing project designed to improve commercial outcomes. Designed and delivered:- Annual rate review strategy, workflow, and comms plan- Negotiation strategy framework- Rate review signalling and negotiation training for CRLs- Tactical interventions across several clients- Workshop on the levers for profitability and the power of choice- Commercial governance process and recommendation requirements- Pricing Approval Panel structure and terms of… Show more Engaged on pricing project designed to improve commercial outcomes. Designed and delivered:- Annual rate review strategy, workflow, and comms plan- Negotiation strategy framework- Rate review signalling and negotiation training for CRLs- Tactical interventions across several clients- Workshop on the levers for profitability and the power of choice- Commercial governance process and recommendation requirements- Pricing Approval Panel structure and terms of reference- Return on investment model Show less

Giving business leaders the clarity and confidence to use pricing to full effect. We shine a light on the untapped potential of pricing to raise profitability, innovate and solve problems.www.untappedpricing.co.uk

Recruited to further develop the work already begun by the existing pricing team, through behavioural change and the design of client-centric commercial solutions. Quickly put in place plans to strengthen team against the backdrop of a highly competitive legal pricing recruitment market. Responded to data modelling challenges, due to adoption of SAP as the business’ practice management system, with a re-design of the data discovery process.Key initiatives include: • development of… Show more Recruited to further develop the work already begun by the existing pricing team, through behavioural change and the design of client-centric commercial solutions. Quickly put in place plans to strengthen team against the backdrop of a highly competitive legal pricing recruitment market. Responded to data modelling challenges, due to adoption of SAP as the business’ practice management system, with a re-design of the data discovery process.Key initiatives include: • development of pricing strategy focussed on clients, service lines, products, or sectors• annual rates review introducing strategic variations leading to additional profit of circa £1m per year• introduction of global pricing policy to deal with complexities of a business operating as a verein leading to write off reductions of circa 5% per annum• delivering (people, process and technology enabled) product pricing securing future income streams while providing scope for future price increases• development of subscription-based model for application with any specialist advisory services• delivering client workshops to empower client legal departments and drive better value conversations• binding the bid qualification and pricing approval ‘support and challenge’ process to deliver better outcomes• designed pricing change programme encompassing recommendations to take advantage of increased lawyer engagement with client commercial arrangements; outcomes included better negotiations, improved data analysis and visibility, and greater client choice• kick-started the implementation of legal project management as a core function at NRF• part of key leadership team developing Norton Rose Fulbright ‘Transform’ approach to delivery and innovation Show less

Brought in to create a pricing function when the business was under pressure from clients to price more competitively and the firm itself was focussing on a drive for improved profit per partner.• Built team of three to define pricing strategy for client panel and opportunity responses. Worked closely with BD and client relationship managers to align pricing to client strategy backed up with sound modelling and sustainable delivery plans.• Drove pricing change within lawyer teams… Show more Brought in to create a pricing function when the business was under pressure from clients to price more competitively and the firm itself was focussing on a drive for improved profit per partner.• Built team of three to define pricing strategy for client panel and opportunity responses. Worked closely with BD and client relationship managers to align pricing to client strategy backed up with sound modelling and sustainable delivery plans.• Drove pricing change within lawyer teams through the facilitation of workshops designed to uncover market pressures and opportunities.• Collaborated with director of business development to introduce margin improvement plans for each of Simmons & Simmons’ 15 top clients. Show less