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This is the second of a two-part series examining the emerging role of pricing directors in law firms. In part one, five critical attributes that define a great pricing director were discussed, and top leaders in the movement were interviewed for their perspectives. In this segment, Susan Hackett talks to pricing directors about practical implementation of a law firm pricing strategy: professional skill building, collaborative leadership teams, promoting behavioral change, client involvement, and more. “I’d like to tell you that I’ve got it all down, but every day, I’m making it up as I go. For larger law firms and their executive leadership, this is new territory.” So says Toby Brown, director of strategic pricing and analytics at Akin Gump, and the designated leader of an emerging group of law firm professional staff whose practices focus on creating pricing strategies that drive greater (and more businesslike) alignment between firm profitability and client value.

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