Pricing Matters
Pricing is a catalyst for innovation and collaboration in the legal industry. Business professionals from interdisciplinary teams including pricing, business development, client value, procurement, legal operations, practice and project management are working together to create pricing solutions that deliver value and profitability. Digitory Legal wants to highlight the important work that these professionals are doing to advance the business of law, so we created the Pricing Matters Podcast. Your host, Aurelia Spivey, will be speaking to thought leaders who discuss market trends, provide actionable insights and share their experience of the evolving landscape of legal pricing.
Episodes
21 episodes
Pricing is the Starting Place for Everything with Melissa Prince and Dan Pope
Our GuestsMelissa Prince serves as Ballard Spahr’s Chief Client Value and Innovation Officer and sits on the firm's Management Committee and Expanded Board. Melissa focuses on listening to client needs and understanding ho...
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Season 1
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40:54
Pricing is About Driving Profitability with Andrew Jewel
Andrew Jewel is the Senior Director, Strategic Pricing & Business Solutions at Seyfarth Shaw. Andrew works closely with Firm Department Chairs, the Chief Marketing & Business Development Officer, and key members of the Finance te...
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Season 1
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21:17
Data is Changing the Game for Legal Service Delivery with Greg Kaple
Gregory J. Kaple is the Senior Director, Legal Business Services, Kaiser Foundation Health Plan. Greg Kaple is a venturer and a strategist known for creating unique business models and solution delivery innovations for complex profession...
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Season 1
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Episode 19
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18:58
You Will Always Come to a Better Solution Together with Dwight Floyd
As the US Chief Pricing & Value Officer, Dwight Floyd and his team work with Eversheds Sutherland attorneys and clients to provide superior value by developing and implementing creative pricing and service delivery strategies.Value i...
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Season 1
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Episode 18
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42:15
Pricing is Integral to the Client Relationship with Linda Novosel & Sharon Scenna
Linda Novosel serves as Blank Rome’s Chief Innovation & Value Officer. In this role, Linda is responsible for driving the development of creative approaches to enhancing value and client service. Linda collaborates with Blank Rome’s ...
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Season 1
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Episode 17
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40:15
We're Seeing Process Improvement on Steroids with Fred Esposito
Welcome back to Frederick J. Esposito, Jr, MBA, CLM, Chief Operating Officer of the regional law firm Rivkin Radler LLP. Fred has more than 25 years of law and accounting firm experience and has been a Certified Legal Manager (CLM)SM sin...
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Season 1
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Episode 16
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44:57
The Strongest Case you Can Make is Having More Data with Mike Milazzo
Mike Milazzo is Kelley Drye’s Director of Strategic Pricing and is focused on delivering solutions to enhance overall client value and drive bottom-line performance for the firm.With over 12 years of pricing experience, Mike works...
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Season 1
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21:02
Advancing Diversity In Legal: It All Comes Back to Work Allocation
In this episode, we speak with Diversity Lab’s Chief Intelligence & Knowledge Sharing Officer, Lisa Kirby, and Lelia Hock, Director, Legal Department Partnerships & Inclusion Initiatives to find out how Pricing, Inno...
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Season 1
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Episode 14
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41:44
Discounting Rates Doesn’t Neccesarily Lead to More Work with Sergey Mezhiritskiy
Sergey Mezhiritskiy is currently a Senior Pricing Strategist with Proskauer Rose LLP in New York. Has been working in the legal industry for about 5 years. Before that, he was a Pricing Manager with Allens in Sydney, Australia and a Pricing Ana...
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Season 1
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Episode 13
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25:20
Don't Be Afraid To Ask with Steph Corey
Stephanie Corey is a co-founder of UpLevel Ops, a consulting firm specializing in providing services for in-house legal departments and law firms. UpLevel Ops provides a complete range of Legal Operations support, including IT solutions, ...
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Season 1
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39:14
Expanding the Conversation with Michael Katz
Michael Katz is the Pricing & Data Analytics Director at Holland & Knight, where he pioneered the pricing function over four years. Key elements of the pricing program are partner education, matter budgeting, and tracking, RFP/pitch sup...
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Season 1
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22:46
Raising the Value Boat: A Deep Dive into Intersect 2020
This week, we take a deep dive into Intersect 2020 which is the True Value Partnering Institute (TVPI) Annual conference, held in Miami in Jan...
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Season 1
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1:02:40
Ignoring Data Bias is Detrimental to Your Business Strategy with Adam Minielly
Adam Minielly is the Manager, Pricing at Osler, Hoskin and Harcourt, where he plays a key role in overseeing the firm’s pricing activities and operations, driving firm strategy related to the development, analysis, and implementation of ...
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Season 1
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Episode 9
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30:39
Its Evolution Not Revolution with Keith Maziarek
Keith Maziarek is the Director of Pricing and Legal Project Management at Katten Muchin Rosenman LLP, where he is responsible for building the firm’s formal pricing and legal project management functions.Prior to Katten, Keith ser...
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Season 1
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Episode 8
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44:42
It’s the Minutiae that Makes the Difference with Fred Esposito
Frederick J. Esposito, Jr, MBA, CLM, Chief Operating Officer of the regional law firm Rivkin Radler LLP, has more than 25 years of law and accounting firm experience and has been a Certified Legal Manager (CLM)SM since 2006. Fred s...
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Season 1
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Episode 7
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46:33
Pricing is the Start of a Conversation Not the Ending with Jessica Gichner
Jessica Gichner is the Senior Director of Pricing & LPM Solutions at Pillsbury. She leads a team responsible for matter budgeting and monitoring, process improvement, legal project management, knowledge management, and technology sol...
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Season 1
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Episode 6
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46:15
It Takes a Village with Jenny Brown
Jenny Brown is the Senior Manager of Strategic Pricing Husch Blackwell LLP. Jenny has over 20 years of experience in law firm accounting, including Strategic Pricing, Partner Compensation, and Financial Reporting and Analysis. While curr...
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Season 1
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Episode 5
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32:53
Behind Every Number is a Story with Jim Foley
Jim Foley is the Pricing and Legal Project Management Director at Hunton Andrews Kurth LLP, where he oversees the pricing, legal project management, matter analytics, business intake and conflicts areas.He has extensive experience...
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Season 1
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Episode 4
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36:43
Putting Art on the Canvas with Purvi Sanghvi
Purvi Sanghvi is the Director of Strategic Pricing at Paul Hastings, which has been ranked one of the five most innovative law firms by The Financial Times. She is responsible for creating the platform upon which pricing strategies are i...
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Season 1
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Episode 3
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36:00
You’ve Got To Start Somewhere with Kevin Vaarsi
Kevin Vaarsi is the Director of Pricing at Fenwick & West, where he leads a team focusing on the development and execution of the Firm's pricing strategy. The team works closely with attorneys, professional staff and clients on creat...
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Season 1
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Episode 2
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24:45
Baking Profitability into the DNA of the Firm with Toby Brown
In this episode, we speak with Toby Brown, Perkins Coie’s Chief Practice Management Officer. Toby leads the firm’s revenue management and efficiency programs, legal project management, pricing, process improvement, practice innovatio...
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Season 1
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Episode 1
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40:12