Director of Client Value – US

Position summary

The Director of Client Value – US is a senior business leader responsible for advancing the Firm's client value strategy across the United States, with primary responsibility for Pricing and Legal Project Management. Reporting to the Chief Operating Officer and working closely with the Chief of Legal Operations and other senior business and practice leaders, the Director provides strategic leadership around pricing, profitability, alternative fee arrangements, matter management, and the efficient delivery of legal services including delivery that will increasingly include AI-enabled processes and technology-as-leverage layers.

The position requires an ability to operate across many dimensions: strategic - guiding and advising Firm leadership on the current and future market for the pricing of legal services and changes in the way that legal services are delivered; tactical - advising Partners on budgeting and pricing options, executing pricing activities, educating and promoting the use of alternative fee arrangements, leading the application of project management and process improvement disciplines to the delivery of legal services; leadership - building a reputation as a thought-leader and truster advisor both internaly, to our Partners and leadership, and externally to our clients; management - managing and mentoring a team of professional pricing, financial analysis and project management professionals.

The Director serves as a trusted advisor to Firm leadership, partners, and clients; leads and develops the U.S. Client Value team; and partners with global counterparts to advance consistent, commercially focused Client Value strategies. The role requires a strong combination of strategic leadership, financial acumen, client engagement, operational execution, and people leadership.

Job duties and responsibilities

• Lead the development and execution of the US Client Value strategy, ensuring alignment with the Firm's strategic objectives, global Client Value priorities, and financial performance benchmarks.
• Provide strategic oversight of the Firm's fee arrangements at the Firm, department, practice/industry group, client, and matter levels, partnering with senior team members and Firm leadership to apply market insights, historical performance, and commercial judgment.
• Partner with Strategic Intelligence, Finance, and other stakeholders to strengthen the quality, accessibility, and use of data supporting pricing, profitability, and client value decisions.
• Establish and maintain a high standard of service delivery to Partners, Firm leadership, and clients, proactively addressing service needs, priorities, and opportunities for improvement.
• Lead the continuous improvement of Client Value processes, practices, and service delivery, identifying opportunities to increase efficiency, consistency, and commercial impact.
• Partner proactively with Legal Operations, Innovation, Finance, Business Development, and other Business Services teams to improve the efficiency, effectiveness, and value of legal service delivery in accordance with Firm strategy.
• Collaborate closely with EMEA and other global counterparts to align approaches, share best practices, and advance global Client Value initiatives and objectives.
• Lead or contribute to the development and governance of Firm policies, standards, and best practices related to client and matter fee arrangements, pricing, and matter management.
• Lead, develop, and mentor the US Client Value Team, establishing priorities, allocating resources, managing performance, and building capabilities to support evolving business and client needs.
• Provide strategic oversight of alternative fee arrangements (AFAs), including their design, financial modeling, performance, and profitability.
• Maintain deep knowledge of developments in law firm pricing, legal project management, process improvement, alternative fee arrangements, legal service delivery, and broader professional services trends.
• Partner with senior technology, finance, and innovation leaders to leverage technology, analytics, and benchmark data to improve efficiency and pricing strategies and communicate profitability, realization, and other key performance indicators internally and, where appropriate, externally.
• Partner with Learning & Development and other stakeholders to develop educational programs for Partners, Associates, and Business Services professionals on pricing, matter economics, and matter management best practices.
• Enhance the Firm's profile and reputation in Client Value through appropriate participation in industry conferences, speaking engagements, client programs, and publications.
• Develop and manage the annual US Client Value budget in partnership with the COO and relevant global counterparts, ensuring effective stewardship of resources throughout the year.
• Serve as a senior Client Value representative in strategic pitches, client meetings, reviews, and training, including travel to client locations as required.
• Maintain strong knowledge of legal budgeting, financial modeling, pricing, profitability, matter management, project management, and data analytics platforms, and champion the effective use of technology across the function.

Job duties and responsibilities included are not exhaustive and may be supplemented as necessary.  Reed Smith reserves the right to revise or modify job duties and responsibilities at any time. 

Requirements

Education: Bachelor's degree required. Advanced degree or relevant professional certification, such as an MBA, PMP, or Lean Six Sigma certification, preferred.

Experience: 

• Minimum of 10 years of progressively responsible experience in pricing, client value, legal project management, financial management, or a related discipline within a large law firm or other professional services environment, including significant leadership and people-management experience.
• Demonstrated experience leading and developing high-performing teams and advising senior leadership on pricing, profitability, matter management, and client value strategies.
• Demonstrated experience advising senior leadership and Partners on pricing strategy, profitability, matter economics, alternative fee arrangements, and client value, together with broad expertise in legal project management and process improvement.

Skills: 

• Strategic, commercially minded leader who can think and act independently, exercise sound judgment, and translate complex financial and operational information into practical recommendations. Strong leadership, management, organizational, problem-solving, and interpersonal skills, with the ability to influence and build credibility with Firm leadership, Partners, clients, team members, and other stakeholders.
• Strong financial and commercial acumen, including a sophisticated understanding of law firm economics, profitability, realization, pricing strategy, alternative fee arrangements, and financial modeling. Advanced proficiency with Excel and other analytical platforms.
• Advanced proficiency with financial analysis, pricing, profitability, matter management, project management, and data visualization tools. Experience with Elite 3E or comparable law firm financial management platforms strongly preferred. Demonstrated ability to leverage technology, analytics, and data to inform business decisions and improve service delivery.
• Excellent written communication and analytical skills, including the ability to synthesize complex information and clearly document conclusions, recommendations, and business cases.
• Outstanding verbal, presentation, and executive communication skills, including demonstrated ability to advise and influence senior leaders, Partners, and sophisticated clients.
• Ability to work effectively in a fast-paced, complex environment, make sound decisions, manage competing priorities, and adapt to changing business and client needs.
• Ability to quickly grasp and apply new ideas and communicate effectively with a wide range of stakeholders at all levels.
• Demonstrated leadership presence and ability to remain composed and effective during periods of high volume, ambiguity, or significant business change.
• Strong problem-solving, critical-thinking, and solutions-oriented capabilities, with the ability to identify issues, evaluate options, and drive matters to resolution.

Additional information

Supervisory responsibilities: Yes

Equipment used: Personal computer and other office equipment such as telephone, calculator, copier, scanner, etc.

Essential job functions

• Ability to sit or stand for extended periods and perform tasks requiring prolonged and/or extensive computer use.
• Ability to use computers, telecommunications, and digital collaboration tools to perform core job responsibilities.
• Ability to communicate effectively.
• Ability to maintain attention to detail while analyzing complex information, managing multiple priorities, and applying sound judgment to strategic decisions.
• Ability to access, use, and safeguard confidential and sensitive information while performing job responsibilities in work environments that support confidentiality, privacy, and information security requirements.
• Travel for meetings and training as required. 
• Ability to work extended hours as required to meet project, client, or business needs. 

Working conditions

You will be required to work in the office at minimum 4 days per week. Occasionally called upon to work hours in excess of your normal daily schedule. The details of your weekly schedule will be discussed further with your direct supervisor.

Pay ranges
This represents the presently anticipated low and high end of Reed Smith's pay range for this position. Actual pay may vary based on various factors, including but not limited to location and experience.

• Pittsburgh: $235,000–$275,000
• Chicago: $252,000–$295,000
• Washington, DC: $268,000–$315,000

Employee benefits overview

Our comprehensive benefits package includes:

• 401(k) Retirement Plan
• Medical Insurance
• Health Savings Account (HSA)
• Virtual Health Services
• Dental Insurance
• Vision Insurance
• Accident Insurance
• Hospital Indemnity Insurance
• Critical Illness Insurance
• Life Insurance
• Short-Term Disability Coverage
• Long-Term Disability Coverage
• Flexible Spending Accounts (FSA)
• Lyra Health Employee Assistance Program (EAP)
• Paid Family Leave (for eligible Exempt and Non-Exempt staff)
• Transportation Benefit
• Back-up Child Care Services
• College Coach Program
• Pet Insurance
• Paid Sick Time (for Exempt staff)
• Paid Time Off (available to all full-time, non-temporary employees)

Reed Smith offers a challenging work environment, business casual dress code and a total compensation package that includes a competitive salary, flexible benefits program, tuition assistance, and generous 401(k) plan.

Reed Smith is an Equal Opportunity Employer with Core Values of Integrity, Excellence, Teamwork & Respect, Innovation, and Impact. Reed Smith also provides reasonable accommodations in accordance with law, including in the application and interview process.

Qualified candidates only. No search firms.