Toby Brown Email and Phone Number

In a market where all the players essentially have the same basic strategy, we already know who the winners will be because they are already winning. What DV8 can assist you with is helping deviate from the norm and develop a differentiated and sustainable strategy. We will help you understand where your real strengths are and how you can win in the market. Instead of being bounced around as the markets shifts back and forth, create your own focus and future with the help of the DV8 team. We do this for law firms, legal departments and for legal tech providers.

Serve as advisor to assist in valuing the offerings of various legal start-up companies.

Oversee Practice Management, Pricing, Legal Project Management, Client Value, Lateral Partner Acquisition and Integration, Paralegal Management and Pro BonoPractice Management• Support all practice functions for 11 practice groups• Provide Budgets, Staffing, Revenue Forecasts, Lateral Evaluations, and other needs• Developed Profit and Loss approach to practice group managementPricing• Designed and oversee all pricing functions • Established guidelines, approval process and analysis methodology for pricing proposals• Hold pricing approval authority • Billing Rate Management - Firm-wide rate setting and rate exception approvals• Present internal trainings and one-on-one coaching sessions with lawyers on how to develop and present profitable pricing options to clients• Regularly meet with clients to create and negotiate fee dealsLegal Project Management• Designed and deployed Legal Project Management Program• Work with Practice Groups Leaders to re-engineer practice efforts to align with pricing situations and client needs• Analyze and review emerging practice innovation offerings• Partner with vendors to develop next-gen technology platforms• Develop systems and procedures for managing and monitoring all client matters, including budget/fee development, evaluation criteria and profitability metricsClient Advantage Program• In partnership with Marketing department, developed key client offerings• Meet with key clients on a regular basis• Develop key client offerings Lateral Partner Acquisition and Integration• Redesigned Acquisition Process• Meet with Recruiters in multiple metros• Manage review and approval process for laterals• Developed updated financial analysis of lateral candidates• Oversee new partner Integration programClient Innovation• Oversee Client Innovation Program, including working with clients to develop win-win innovations

Oversee Practice Management, Pricing, Legal Project Management, Knowledge Services, E-Discovery, Trial Services and Paralegal groupsPractice Management • Support all practice functions for 11 practice groups - Provide Budgets, Staffing, Revenue Forecasts, Lateral Evaluations, and other needs - Developing Profit and Loss approach to practice group management • Billing Rate Management - rate setting and rate exception approvals • Manage Collections Process • Oversee firm Paralegals – within practice group operationsPricing • Designed and built all pricing functions • Established guidelines, approval process and analysis methodology for pricing proposals • Present internal trainings and one-on-one coaching sessions with lawyers on how to develop and present profitable pricing options to clients • Regularly meet with clients to create and negotiate fee deals • Designed updated write off review and approval process - Hold write off approval authority in combination with practice group leadershipLegal Project Management and Practice Innovation efforts • Work with Practice Groups Leaders to re-engineer practice efforts to align with pricing situations and client needs • Analyze and review emerging practice innovation technology offerings - Partner with vendors to develop next-gen technology platforms • Develop systems and procedures for managing and monitoring all client matters, including budget/fee development, evaluation criteria and profitability metricsE-Discovery, Trial Services and Knowledge Services • Oversee all operational aspects of each group • Conducting review of e-discovery group services to improve profitability • Established Knowledge Services group, including library functions

Work with firm lawyers and clients on creating win-win pricing options. Develop alternative staffing models and delivery options that drive client satisfaction.• Design, review, model for profitability, approve and present pricing proposals• Conduct Business Development efforts with firm clients involving pricing conversations• Oversee Legal Project Management efforts• Work with Practice Groups to re-engineer practice efforts to align with pricing situations and client needs• Drive practice Innovation efforts, focused on improving practice efficiencies• Research billing history, market activities and perform business intelligence research on competitive fee options, clients and client industries• Develop systems and procedures for managing and monitoring all non-standard pricing deals, including budget/fee development, evaluation criteria and profitability metrics

Drive firm strategy related to the evaluation and implementation of Alternative Fee Arrangements (AFAs).• Conduct Business Development efforts with firm clients involving pricing conversations• Present internal trainings and one-on-one coaching sessions with lawyers on how to develop and present pricing options to clients• Research billing history, market activities and perform business intelligence research on competitive fee options, clients and client industries• Develop systems and procedures for managing and monitoring all non-standard pricing deals, including budget/fee development, evaluation criteria and profitability metrics• Evaluate, analyze and present pricing proposals for internal review and approval• Evaluate pricing requests in RFPs and formulate responses

Drive firm strategy related to the evaluation and implementation of Alternative Fee Arrangements (AFAs)• Business development (BD) efforts with firm clients to educate and explore various AFA deals and secure related work• Work directly with firm partners to develop fee and BD strategies• Conduct regular BD meetings and communications with clients, including travelling to client locations• Research billing knowledge, market activities and conduct business intelligence research on competitive fee options• Create internal and external marketing content related to fees and pricing of legal services• Evaluate RFP AFA requests, prepare responses• Develop systems and procedures for managing AFA deals, including budget/fee development, evaluation criteria, analysis metrics, and technology systems• Evaluate, analyze and present AFA proposals for internal review and approval, including analysis of financials

Designed and implemented global Knowledge Management (KM) program. Developed marketing plans for multiple practice groups and executed on those plans. • Designed and implemented KM program, including Client Relationship Management, Competitive Intelligence, Experience Database, Research KM, and others• Crafted strategic marketing plans to grow practice efforts in key markets, including: • Health Care Corporate, Transactional and Finance • Health Care Litigation • E-Discovery and Information Management • Pharmaceutical and Life Sciences• Executed on all plans, including targeted print, e-mail and web collateral• Designed and executed numerous direct marketing programs, for in-person events, webinars and legal updates• Development of marketing copy and content, including layout and design• Prepared and coordinated RFP responses, including pitch materials

Responsible for development, management and operations of multiple departments• Marketing and Communications – Designed and implemented marketing and communications program, including project specific and ongoing campaigns, multiple web sites for various practice sections, print collateral, ads, publications and media relations• Continuing Legal Education – Directed all aspects of seminars, events and conferences including site selection, designing and executing marketing plans, recruiting and preparing speakers, coordinating site facilities and insuring the profitability of the department• Programs: Member Benefits/Services – Negotiated partnering contracts, developed co-branded marketing efforts, insured profitability of the relationships Technology – Created and staffed department; developed and implemented technology vision and strategy; pioneered online member management system (CRM equivalent) Access to Justice – Directed pro bono and access to justice projects

Provide strategic management, marketing and technology consulting to bar associations, law firms, legal departments and technology companies. Present seminars on business, technology and operational subjects. Served as a VP of Product Marketing for an online CLE provider and as a Shared CIO for four state bars.

Responsible for all corporate marketing, business development and sales directed to in-house counsel and AmLaw firms• Full web site redesign and deployment• Corporate rebranding • Marketing collateral design and production• Business development pitches and proposals with major clients• Produced 50% increase in revenue in six months

Responsible for marketing and business development for multiple companies, including:• Legal Enforceable Digital Signatures• Electronic Document Workflow• Online secure vaulting servicesDirected industry research, standards efforts, strategic planning, competitive analysis and business development efforts

Responsible for management and operations of law firm office, including financial, administration, marketing and operations. Prior service as a legal librarian among other administrative roles.