Managing Director, Client Value at Goodwin

Join Goodwin’s Global Operations Team, and make a real impact on a global scale. At Goodwin, we work with some of the world’s most successful and innovative investors, entrepreneurs and disruptors in the life sciences, private equity, real estate, technology and financial industries, and where they converge. As part of the Global Operations Team – all business professionals at the firm – you’ll collaborate with colleagues from diverse backgrounds and experiences, fostering an environment where cross-functional learning, networking, and collaboration are at the core of what we do.

Here, we’re not just supporting a law firm; we’re partnering with attorneys and clients to deliver cutting-edge solutions in high-stakes litigation and dispute resolution, world-class regulatory compliance and advisory services, and complex transactions. Our commitment to integrity, ingenuity, agility, and ambition drives us, and we’re proud to have been recognised as the “Best Business Team” by The American Lawyer.

This is your opportunity to grow professionally in a dynamic, global environment, surrounded by forward-thinking peers.

As the Managing Director, Client Value, you will lead our firm’s commitment to delivering exceptional value to our clients. This critical role combines strategic pricing, alternative fee arrangement (AFA) consulting, and the potential development of a robust legal project management (LPM) function. The Managing Director will drive the financial and operational efficiency of client engagements, ensuring our clients receive the highest value and the firm meets its profitability targets.

What You Will Do:

1. Mapping the client journey with Client Development:

   • Partnering with Client Development to document the client's experience with the firm from start to finish, in particular for RFPs, budgeting, and ongoing project tracking.

   • Act as the "client voice" in value related conversations through to delivery.

2. Pricing Strategy & Matter Profitability:

   • Develop, implement, and oversee firm-wide pricing strategies that align with client expectations and firm profitability targets.

   • Collaborate closely with Partners and group leaders to analyze, set, and monitor pricing structures for all legal matters.

   • Lead in determining the profitability of engagements, providing insights to manage costs and improve financial outcomes without compromising client value.

   • Create and monitor client metrics including lifetime value and profitability.

   • Design pilots and new programs to experiment with subscription models, self-service models, etc.

3. Client and Partner Consultation on AFAs:

   • Act as a trusted advisor to clients and partners on all pricing-related matters, with an emphasis on developing alternative fee arrangements (AFAs) that meet client needs while protecting the firm’s financial interests.

   • Present tailored AFA options to clients, negotiate terms, and manage client expectations.

   • Analyze and report on the success of AFA structures, iterating as needed to drive continuous improvement in pricing models.

4. Legal Project Management (LPM) Team Development:

   • Build and lead a dedicated legal project management team that will partner with practice groups to drive efficiency and deliver consistent, predictable results.

   • Establish LPM best practices, methodologies, and tools to support the successful execution of legal projects.

   • Oversee the development and execution of project plans, including budget management, resource allocation, and risk mitigation strategies.

5. Data-Driven Decision Making:

   • Collaborate with data team to determine ideal client profile (ICP).

   • Utilize data and analytics to evaluate the financial impact of pricing strategies, AFAs, and LPM initiatives, providing actionable insights to firm leadership and partners.

   • Drive data literacy within the team, encouraging a proactive approach to identifying trends and areas for improvement.

6. Cross-Functional Collaboration and Leadership:

   • Collaborate with Finance, Business Development, and Practice Group leadership to ensure alignment on client value initiatives.

   • Act as a thought leader within the firm, promoting a culture of efficiency, accountability, and client-centered value.

7. Oversee and lead pricing team, rates analysts, etc.:

   • Mentor and develop team members, building a high-performing, client-value-oriented team.

   • Conduct rate notification discussions with clients as needed.

Your Skills & Competencies:

• Job Knowledge - Applies knowledge, skills, and technology to solve problems and deliver results.

• Client Service - Understands, anticipates, and meets the needs of internal and external clients.

• Communication - Conveys thoughts, ideas and data in written and verbal form in a clear and concise manner.

• Accountability & Judgment - Upholds ethical principles and integrity in all interactions and actions.

• Skills Development - Seeks opportunities for continuous growth to build knowledge, skills, and abilities.

• Team & Relationship Management - Encourages and supports others to achieve goals and objectives.

• Task & Project Management - Organizes, prioritizes, and completes assignments to achieve specific outcomes.

• Vision & Strategy – Develops and drives strategic plans and goals that align with the Firm’s core values.

• Excellence & Innovation - Challenges the status quo and drives a relentless pursuit of excellence through continuous improvement.

Who You Are:

• Relevant undergraduate degree required.

• MBA or other relevant graduate level education a plus.

• Hands-on experience with existing PMO defined methodologies e.g., Six Sigma, Lean, Agile, PMI, etc.

• Experience in Legal Project Management.

• Strong financial acumen, including budgets, efficiency management, predictive analytics and data analytics.

• Hybrid schedule (3 days per week office based).

• Periodic travel to firm offices.

Benefits and More:

• Flexible work arrangements and hybrid work schedule.

• Health, dental, and vision insurance.

• Life and disability insurance.

• Retirement & Savings Plan.

• Emergency back-up child and adult care.

• Paid vacation, sick time off, and holidays.

• Professional development and career advancement opportunities.

• Employee recognition and reward programs.

• Employee wellness and assistance programs.

• Employee discounts and perks.

Goodwin Procter LLP is an equal opportunity employer. This means that Goodwin Procter LLP considers applicants for employment, and makes employment decisions without unlawful discrimination on the basis of race, color, gender, gender identity or expression, age, religion, national origin, citizenship status, disability, medical condition, genetic information, marital status, sexual orientation, military or veteran status, or other legally protected status.