lessons learned
THE PRICING EXPERTS
REFLECT ON THEIR
INNOVATIVE ROLES
Aggressive pricing and alternative fee
arrangements (AFA) have changed
and will continue to change the legal
What is your background, and what
department(s) did you work in prior to
your current role?
profession. Alternative fee and value
arrangements offer our lawyers a
competitive advantage that gives us
the ability to lead the field through
innovation, and we're becoming better
businesses in the process.
With this, the industry is witnessing
the birth of a new set of roles within
Vincent Cordo
Global Director of Client
Value at Reed Smith LLP
I have led value services, pricing and
matter management now for three
global Am Law 50 firms. My background
includes marketing, startups, financial
management and service delivery. I
have degrees in computer science and
economics, and I have an MBA. Prior
to taking on a pricing role, I led service
delivery and consulting practices for
several startup companies.
law firms, with certain individuals now
specifically responsible for not only
pricing and ascertaining the economic
feasibility of fixed-fee and other AFA
My background is in marketing, financial
management and technology, and I have
a degree in economics. Prior to taking
on a pricing role, I headed up knowledge
management for an Am Law 50 firm.
engagements, but also for managing
the teams doing the work under those
structures. Several leaders taking on roles
related to pricing recently sat down to talk
about these developments and the career
opportunities that have emerged.
Toby Brown
Director of Strategic
Pricing & Analytics at
Akin, Gump, Strauss,
Hauer & Feld, L.L.P.
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Peer to Peer
