Senior Director of Client Value
Apply NowCompany: Ice Miller
Location: Indianapolis, IN 46227
Description:
Job Summary:
The Senior Director of Client Value leads Ice Miller's Pricing team and is responsible for initiatives that enhance client relationships and service, improve operational efficiency, and ensure the firm's pricing and service delivery models align with our commitment to operational excellence and long-term revenue growth and profitability. This position report directly to the Chief Operating Officer.
Essential Job Duties:
Partner with attorneys, practice group leaders, and firm management to integrate value-based strategies into pitches and engagements.
Leverage business intelligence tools and analytics to provide actionable insights on performance, profitability, and client satisfaction.
Identify opportunities to innovate in service delivery, including legal project management and technology solutions, to differentiate the firm in the market.
Educate partners and staff on profitability drivers, client value expectations, and pricing strategies to foster a firm-wide culture of value delivery.
Stay informed about industry trends, competitor strategies, and client expectations to maintain the firm's competitive edge.
Serve as a key advisor to the firm's leadership and partners on strategic growth initiatives, pricing decisions, and client relationship strategies.
Act as a liaison between the firm and key clients to understand their priorities and identify opportunities to enhance service delivery and ensure the firm delivers measurable value in the legal services it provides
Active involvement in client/law firm panels and industry groups that the firm and its clients participate in to bring visibility to the work Ice Miller is doing and grow its client relationships.
Lead post-matter reviews with clients and the firm's internal legal teams to capture insights and feedback for continuous improvement.
Develop and oversee pricing strategies, including alternative fee arrangements, ensuring alignment with client needs and firm profitability goals.
Analyze pricing trends and provide recommendations to improve client satisfaction and financial outcomes.
Perform financial and profitability analysis for perspective firm lateral partners for use by senior firm leadership and the Board in making strategic hiring decisions.
Oversee the annual process for increasing attorney standard rates and client-specific exception rates. This includes reviewing survey results comparing Ice Miller to its industry peers, doing other competitive intelligence gathering by relying on the resources provided by the Knowledge and Research Services department, and implementing innovative technology tools to improve the process.
Oversee day-to-day pricing operations handled by the Pricing team and make recommendations for ways to streamline efficiency, increase response times, and utilize technology tools to improve the service we provide to our attorneys and clients.
Partner with senior firm leadership to roll out the firm's profitability model and profitability reporting, and to develop and oversee a partner profitability coaching program.
Promote a culture of continuous improvement and innovation across the firm
Minimum Requirements:
Bachelor's Degree required preferably in a business or finance related area.
Minimum of 10 years of law firm finance and experience is required.
Experience in law firm or professional services management preferred.
Ability to relate to and work collaboratively with business leaders and a diverse group of professionals throughout the Firm.
Demonstrated experience working in a highly collaborative, multi-authority environment with a sophisticated and highly educated group and gaining consensus, as appropriate, to move initiatives forward.
Ability to problem solve and drive organizational change.
Ability to perform all essential duties.
Ice Miller is committed to recruiting, developing and retaining talented attorneys and professional staff from all backgrounds. To succeed, we take great pride in a culture of inclusion where everyone at Ice Miller feels respected, is treated fairly and has the opportunity to perform at the highest potential. Learn more about Ice Miller's Diversity & Inclusion efforts on our website.
Candidates must have permanent authorization to work in the United States.
Ice Miller LLP is an Equal Opportunity Employer.
The Senior Director of Client Value leads Ice Miller's Pricing team and is responsible for initiatives that enhance client relationships and service, improve operational efficiency, and ensure the firm's pricing and service delivery models align with our commitment to operational excellence and long-term revenue growth and profitability. This position report directly to the Chief Operating Officer.
Essential Job Duties:
Partner with attorneys, practice group leaders, and firm management to integrate value-based strategies into pitches and engagements.
Leverage business intelligence tools and analytics to provide actionable insights on performance, profitability, and client satisfaction.
Identify opportunities to innovate in service delivery, including legal project management and technology solutions, to differentiate the firm in the market.
Educate partners and staff on profitability drivers, client value expectations, and pricing strategies to foster a firm-wide culture of value delivery.
Stay informed about industry trends, competitor strategies, and client expectations to maintain the firm's competitive edge.
Serve as a key advisor to the firm's leadership and partners on strategic growth initiatives, pricing decisions, and client relationship strategies.
Act as a liaison between the firm and key clients to understand their priorities and identify opportunities to enhance service delivery and ensure the firm delivers measurable value in the legal services it provides
Active involvement in client/law firm panels and industry groups that the firm and its clients participate in to bring visibility to the work Ice Miller is doing and grow its client relationships.
Lead post-matter reviews with clients and the firm's internal legal teams to capture insights and feedback for continuous improvement.
Develop and oversee pricing strategies, including alternative fee arrangements, ensuring alignment with client needs and firm profitability goals.
Analyze pricing trends and provide recommendations to improve client satisfaction and financial outcomes.
Perform financial and profitability analysis for perspective firm lateral partners for use by senior firm leadership and the Board in making strategic hiring decisions.
Oversee the annual process for increasing attorney standard rates and client-specific exception rates. This includes reviewing survey results comparing Ice Miller to its industry peers, doing other competitive intelligence gathering by relying on the resources provided by the Knowledge and Research Services department, and implementing innovative technology tools to improve the process.
Oversee day-to-day pricing operations handled by the Pricing team and make recommendations for ways to streamline efficiency, increase response times, and utilize technology tools to improve the service we provide to our attorneys and clients.
Partner with senior firm leadership to roll out the firm's profitability model and profitability reporting, and to develop and oversee a partner profitability coaching program.
Promote a culture of continuous improvement and innovation across the firm
Minimum Requirements:
Bachelor's Degree required preferably in a business or finance related area.
Minimum of 10 years of law firm finance and experience is required.
Experience in law firm or professional services management preferred.
Ability to relate to and work collaboratively with business leaders and a diverse group of professionals throughout the Firm.
Demonstrated experience working in a highly collaborative, multi-authority environment with a sophisticated and highly educated group and gaining consensus, as appropriate, to move initiatives forward.
Ability to problem solve and drive organizational change.
Ability to perform all essential duties.
Ice Miller is committed to recruiting, developing and retaining talented attorneys and professional staff from all backgrounds. To succeed, we take great pride in a culture of inclusion where everyone at Ice Miller feels respected, is treated fairly and has the opportunity to perform at the highest potential. Learn more about Ice Miller's Diversity & Inclusion efforts on our website.
Candidates must have permanent authorization to work in the United States.
Ice Miller LLP is an Equal Opportunity Employer.