Strategic Pricing Manager

We are a Firm where people truly believe in what they do and strive to achieve the highest standards of performance and success.

This position can be based in our global operations center in Tampa, FL, or at one of the Firm's offices: Atlanta, Austin, Birmingham, Charlotte, Chattanooga, Dallas, Fort Lauderdale, Houston, Jacksonville, Miami, Nashville, Orlando, Philadelphia, Richmond, Stamford, Tallahassee, Tysons, Washington, D.C., or West Palm Beach.

General Description
We are seeking a Strategic Pricing Manager to join our team. The Strategic Pricing Manager is responsible for developing and executing sophisticated pricing strategies that support the firm's business objectives. This role partners closely with attorneys, practice leadership, and business professionals to structure competitive, profitable, and client-aligned pricing arrangements. The Strategic Pricing Manager will complement an experienced team of pricing professionals by contributing advanced judgment and subject‑matter expertise while collaborating with colleagues who already support complex pricing, profitability analysis, and bespoke client arrangements.

Key Responsibilities And Essential Job Functions
Pricing Strategy & Financial Modeling

Apply market insight, historical data, and financial analysis to support pricing decisions that balance competitiveness and profitability.

Partner with the Director of Pricing & LPM to evaluate margin performance and identify improvement pricing opportunities.

High-Profile Matter Support

Serve as the dedicated pricing advisor on the firm's most significant and highest‑value client engagements, including transformational M&A transactions, marquee litigation matters, and bet‑the‑company disputes.

Develop bespoke pricing frameworks for matters involving multi‑jurisdictional teams, significant deal complexity, or heightened client visibility.

Conduct real‑time profitability monitoring on high‑dollar matters, proactively identifying scope changes, budget variances, and margin risks.

Prepare detailed post‑matter financial analyses to capture lessons learned and inform future pricing on similar engagements.

Client & Attorney Partnership

Serve as a strategic pricing advisor to partners on a variety of complex portfolios and client relationships.

Work directly with partners and practice leaders to understand client objectives, value drivers, and competitive pressures.

Support client pricing discussions and negotiations as needed, including responding to client procurement and legal operations teams.

Translate complex financial concepts into clear, practical guidance for attorneys and clients.

Serve as a trusted advisor during pitch meetings, client presentations, and fee negotiations for high‑stakes opportunities.

Develop strong, consultative relationships with practice group leaders to anticipate pricing needs and deliver proactive recommendations.

Proposals & Business Development

Lead pricing strategy for proposals, RFPs, and strategic client initiatives.

Partner with Business Development and Marketing teams to craft competitive, value‑driven fee proposals for significant pursuit opportunities.

Analyze competitor pricing intelligence and market trends to ensure the firm's position remains competitive on key pursuits.

Process Improvement & Knowledge Sharing

Maintain a strong knowledge of pricing practices across all firm practices.

Contribute to the development and refinement of firm‑wide pricing tools, templates, and best practices.

Serve as a resource to the broader Pricing & Matter Management team on advanced pricing matters.

Partner closely with Matter Management on matter performance.

Document and disseminate pricing methodologies and successful AFA structures to build institutional knowledge across the firm.

Stay current on legal industry pricing trends, client expectations, and emerging fee arrangement models through continued professional development.

Additional Expectations

Expected to maintain a regular and predictable work schedule and full attention to and engagement in work activities on behalf of the firm during business hours unless otherwise approved or required by applicable law.

Special projects and duties as assigned.

Required Skills

Demonstrated experience pricing complex legal work.

Strong understanding of law firm economics, including rates, leverage, realization, and profitability.

Proven ability to work independently and manage multiple complex matters simultaneously.

Excellent communication skills, with the ability to build credibility with senior attorneys and business stakeholders.

Demonstrated experience supporting high‑value, high‑visibility matters with significant financial or reputational stakes.

Ability to synthesize large volumes of financial and matter data into actionable insights under tight deadlines.

Strong executive presence and confidence engaging directly with senior partners and C‑suite client contacts.

Knowledge of or ability to learn Microsoft Office Suite, or Microsoft 365.

Required Qualifications & Education

Bachelor’s degree.

7+ experience in legal pricing, financial analysis, or a related role within a law firm or professional services environment.

Preferred Qualifications & Education

Prior experience supporting Corporate, M&A, or Private Equity practices is a key need for this role.

Experience working directly with client legal operations or procurement teams.

Advanced proficiency in Excel and financial modeling.

Familiarity with pricing technology and matter management tools.

Exposure to panel arrangement negotiations, convergence initiatives, or large‑scale client portfolio pricing.

Background in consulting, investment banking, or corporate finance that provides an understanding of sophisticated deal structures.

Knowledge of project management methodologies (e.g., Legal Lean Sigma, Agile) and their application to legal service delivery.

Experience with data visualization tools (e.g., Tableau, Power BI) to present pricing analyses to attorney stakeholders.

Physical Requirements

Ability to sit or stand for extended periods of time.

Moderate or advanced keyboard usage.

Pay Range (District of Columbia)
$150,000 - $226,000/yr

Benefits
Our goal is to promote a work environment in which individuals have access to the resources they need to be their best both professionally and personally, which includes resources that encourage individuals to focus on their health and well‑being. Below are the benefits we offer: comprehensive medical (PPO and HDHPs), dental and vision plans including coverage for domestic partners; life and AD&D insurance; short and long term disability insurance; tax‑advantaged accounts for health care expenses, including FSAs and HSAs; FSAs for dependent care; health advocacy services; behavioral health and counseling resources for all family members; 401(k); profit sharing; backup dependent care; senior care planning support; resources for individuals with development disabilities and their caregivers; and paid holidays and other paid time off, including paid leave for new parents.

Equal Employment Opportunity Statement
Holland & Knight is an Equal Opportunity Employer and does not discriminate on the basis of race, color, religion, sex (including pregnancy, childbirth or related conditions, transgender status, and sexual orientation), national origin, age, disability, genetic information, veteran status or any other factor prohibited by law.

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