Director of Client Value – US
Leading International Law Firm
New York| Chicago | Washington, DC | Pittsburgh
Totum Partners is delighted to be working exclusively with a leading international law firm to recruit a Director of Client Value – US, a senior leadership position at the intersection of pricing, profitability, legal project management and the evolving delivery of legal services.
Reporting directly to the COO, this individual will lead the firm's US Client Value function, with responsibility for both Pricing and Legal Project Management. The role will advise senior leadership, partners and clients on pricing strategy, matter economics, profitability, alternative fee arrangements and the increasingly important role of technology and AI in delivering legal services more efficiently.
This is not simply a pricing leadership role. The successful candidate will have the opportunity to shape how a major international law firm approaches client value, matter management and commercial performance at a time when client expectations and legal delivery models are changing rapidly.
The opportunity
You will inherit an established and sophisticated US Client Value team of approximately 15 professionals, spanning Pricing and Legal Project Management. The team has already developed a strong suite of matter-management and self-service tools, allowing its leadership to concentrate on higher-value work including major panel arrangements, financial modelling and supporting partners in significant pricing and client negotiations.
Key responsibilities will include:
Leading the development and execution of the firm's US Client Value strategy, aligned with wider firm strategy and global Client Value priorities.
Advising partners and senior leadership on pricing, profitability, realization, matter economics and alternative fee arrangements.
Providing senior oversight of pricing at firm, practice, client and individual matter level.
Helping protect and enhance profitability through stronger pricing discipline, matter management and reduced financial leakage.
Leading the continued evolution of the firm's approach to AFAs and fixed-fee arrangements.
Working directly with partners and clients on strategically important pitches, panel appointments, pricing negotiations and client conversations.
Developing the firm's use of technology, analytics and AI within pricing and legal service delivery.
Leading, developing and mentoring the US Client Value team while working closely with colleagues across Finance, Legal Operations, Innovation and Business Development.
Partnering with international Client Value colleagues to share best practice and develop increasingly consistent global approaches.
About you
We are interested in speaking with established Client Value, Pricing or Legal Project Management leaders who combine strong technical credibility with the ability to influence senior stakeholders.
While experience within a major law firm would be highly relevant, candidates from other professional services environments will also be considered, particularly those who have operated in sophisticated, partnership-led businesses where pricing, profitability, resource management and complex client engagements are central to the commercial model.
You are likely to bring:
Significant experience in pricing, client value, LPM, financial management or a closely related discipline, ideally within legal or another complex professional services environment. The formal specification requires a minimum of 10 years' progressively responsible experience.
A sophisticated understanding of pricing, profitability, realization, financial modelling and complex commercial arrangements.
The credibility and communication skills to advise senior leadership and senior fee-earners, translating complex financial information into clear commercial recommendations.
Strong people leadership skills and experience developing high-performing teams.
An appreciation of how AI and emerging technologies are changing pricing, matter economics and professional services delivery.
The ability to combine strategic thinking with a genuinely hands-on approach to important clients and commercial relationships.
Experience with Elite 3E or comparable law firm financial-management technology would be advantageous.
Location & compensation
The position can be based in New York, Chicago, Washington, DC or Pittsburgh.
The good base salary ranges are:
New York: $277,000–$325,000
Chicago: $252,000–$295,000
Washington, DC: $268,000–$315,000
Pittsburgh: $235,000–$275,000
These ranges represent the minimum and maximum base salary that the employer, in good faith, reasonably expects to pay for the position in each location at the time of this posting. The actual base salary offered will be determined based on a range of relevant factors, which may include the successful candidate's experience, skills, qualifications and the location in which the role is based.
The firm also offers a comprehensive benefits package including 401(k), medical, dental and vision coverage, paid time off and a range of additional wellbeing and family benefits.
Why consider it?
For someone operating in the pricing and client-value market, the attraction is the combination of scale, influence and maturity. You are not being asked to build a function from scratch. There is an established team, sophisticated tooling and infrastructure already in place, while the Director retains substantial hands-on involvement in the firm's most important commercial pricing and client matters.
At the same time, the increasing importance of AFAs, matter management and AI-enabled delivery creates a genuine opportunity for the new Director to shape what the next generation of Client Value looks like within a major law firm.
For a confidential discussion about the opportunity, please contact Stuart Lang at Totum Partners.
Totum Partners is committed to equal opportunity and welcomes applications from all qualified candidates. We do not discriminate on the basis of any characteristic protected by applicable federal, state or local law. Our client is an Equal Opportunity Employer.