Hogan Lovells is one of the leading global law firms. Our distinctive market position is founded on our exceptional breadth of our practice, on deep industry knowledge, and on our 'one team' global approach. Formed through the combination of two top international law firms, Hogan Lovells has over 40 offices in the Americas, Asia-Pacific, Europe, the Middle East and Africa.
With a presence in the world's major financial and commercial markets, we are well placed to provide excellent business-oriented advice to our clients locally and internationally.
Our people are the key to our success, which is why we seek to recruit and retain the most talented individuals in all regions of our global practice.
Pricing
The Global Pricing Team provides support to all Hogan Lovells Lawyers. This includes developing strategies for and executing on RFP responses and rate negotiations, providing advice to lawyers, developing AFAs, scenario and performance modelling, supporting responses for matter pricing, and performing special projects that maximize revenue and profitability.
Legal Project Management (LPM)
The LPM Team supports Hogan Lovells and its partners to be the market leaders in legal service delivery. Legal Project Management ensures an enhanced quality of service, which is efficient, innovative and our clients consider valuable.
Role Overview
This role will work closely with the Head of Strategic Pricing EMEA and Legal Project Management (global) and other key stakeholders to support the effective implementation of Pricing and LPM initiatives. In addition, the Pricing Manager serves as a resource to Hogan Lovells lawyers, business team employees, and clients in developing mutually beneficial fee arrangements and negotiation outcomes.
This role provides an opportunity to contribute to the practice Pricing and LPM strategy while also carrying out the following duties:
- Be the main point of contact for all Pricing and LPM queries in the APAC region
- Work closely with partner and lawyer teams to support the efficient management of sophisticated client engagements through scoping and pitching, planning, managing and monitoring, matter completion and review
- Provide 'on-demand' support and consultancy for partners and lawyers on 'live matters' at set up, delivery and/or review
- Identify opportunities for efficiency and innovation – assisting with the development of such solutions, where appropriate, and, once developed, embed best practice
- Champion and support the build out of Pricing and Legal Project Management (LPM) capability across Hogan Lovells
- Be a trusted member of transaction/case teams focused on service quality, delivery and efficiency
- Liaise with other operational specialists at Hogan Lovells to support the following functions: pricing/finance; reporting/IT, knowledge gathering and sharing, and pitching/marketing and business development in the LPM space
- Provide training and development on the LPM methodology and tools; and support the implementation, use and further development of the legal project management software tool, as well as provide user training for fee earners on the software – as appropriate.
Key Responsibilities
The core responsibility of this role is operational, to work with partners to actively manage matters through: scoping; pricing; resource planning; delivery and monitoring; identifying, revising and pricing scope changes; and reviewing and identifying opportunities for service quality or efficiency improvements.
Pricing
- Support Lawyers and business development (as it pertains to pricing arrangements) through the giving of advice, preparation of RFP responses, presentations, and preparing strategic options.
- Educate lawyers on pricing strategy and negotiation, AFA alternatives, and value propositions;
- Model proposed fee arrangements (including preparation of fee quotes and leveraging our existing and new technology tools and databases)
- Define, analyse and implement competitive pricing strategy based on business and financial objectives, market and competitive analysis, and pricing capabilities;
- Lead internal presentations to key stakeholders;
- Participate in continual development and publication of thought leadership and service offerings
- Monitor the pricing team mailbox during off-hours for USA and EMEA time zones, including to support USA and EMEA projects by leveraging time zone differences;
- Support the annual rate increase process with focus on APAC offices;
- Drive special projects to optimize revenue and to improve profitability in APAC;
- Help with balance of GPT tactical and special projects, time permitting;
- Stay informed of current AFA trends within the legal market; Learn and apply new concepts;
- Seek to develop and propose innovations in the field;
- Build Global Pricing Team brand and increase presence in APAC;
- All members of the firm are encouraged to participate in our Responsible Business program; and
- Other duties as assigned.
Legal Project Management
- Priced Correctly - Thoughtfully tailored fee structures, meeting each client's needs and built using data, tools and experience
- Managed – creating a standard/quality mark for LPM and establishing this as a recognized 'value' of Hogan Lovells' service deliver
- High Quality – to enshrine 'service quality' as a core deliverable – meeting the expectations of our clients
- Consistent – LPM principles to be applied consistently across all matter planning, execution and communications with clients
- Efficient – ensuring that efficient delivery of matters is a core contributor to building efficient practices and ensuring realisation
- Profitable – ensure profitability is a core consideration and deliverable of all matters regardless of fee arrangements
- Transparent – 'No Surprises' – status, changes and impact of changes actively communicated to all stakeholders and clients; and
- Innovative – identifying opportunities to provide enhance efficiency and quality in our service delivery through alternative use of people, process and technology
Other duties
- Support Strategic Goals: Collaborate with the Head of LPM to advance the global strategic objectives of the LPM team, including the rollout of LPM tools, training programs, and processes
- APAC-Specific Initiatives: Assist in developing and maintaining practice-specific LPM knowledge, tools, and processes, ensuring alignment with the firm’s broader LPM framework
- Team Support and Oversight
- Contribute to effective communication of LPM initiatives and best practices within the practice group
Qualifications, Skills & Experience
- Ability to align behind and be a part of a Global team with shared vision and approaches for Pricing, negotiations, revenue creation, and other areas requisite to the role.
- Strong attention to detail and excellent written and verbal communication skills.
- Ability to communicate effectively with lawyers, professional level business team employees, and peers.
- Experience with leading cross-practice and multi-jurisdictional proposals or similar complex projects.
- Strong organisational and management skills and an ability to prioritise and complete simultaneous projects with minimal supervision.
- Experience working independently, as well as within cross-functional teams, in a collaborative, professional environment.
- Ability to meet deadlines and work well under pressure.
- Proficiency in Microsoft Office (Word, Excel, PowerPoint).
- Good track record of championing and delivery change – and delivering solutions that work for all stakeholders
- Self-motivated, able to demonstrate determination and persistence
- Ability to implement pragmatic solutions
- High degrees of influencing skills
- Coaching skills; high level of credibility, professional
- Ability to work with all levels within an organisation, from senior partners to more junior team members
- Build effective relationships/networks internally and externally
- Pro-active, commercial outlook with a solution based approach
- Work collaboratively, providing a quality service
- Experience with PowerBI and smartsheet is preferred
- Deep experience in the implementation and use of legal technology / AI tools
- Proven experience in a similar role, preferably in a professional services or corporate environment.
- Educated to degree level or higher, preferably in related field.
- Equivalent combination of direct related education and experience may be considered.
- Be a team player who instils confidence in others of themselves; the need for LPM; and of solutions and options offered
- Results driven with a record of delivering creative and effective outcomes
- Be comfortable embracing uncertainty and to work with others to find working solutions
- Highly numerate and competent in Excel (for fee analysis and reporting) with a good degree of financial acumen
- Willing to challenge and question assumptions; proposes alternative and bold solutions
- Good track record of championing and delivery change –and delivering solutions that work for all stakeholders
- Excellent verbal and written communication skills
- Self-motivated, able to demonstrate determination and persistence
- Ability to implement pragmatic solutions
- High degrees of influencing skills
- Coaching skills; high level of credibility,professional
- Ability to work with all levels within an organisation, from senior partners to more junior team members
- Build effective relationships/networks internally and externally
- Pro-active, commercial outlook with a solution based approach
- Work collaboratively, providing a quality service.
Equal Opportunities Policy
It is the policy of Hogan Lovells to provide equal opportunities for all employees in relation to recruitment, training and promotion. Decisions in these areas will be made only by reference to the requirements of the job and shall not be influenced by any consideration of gender, race, ethnicity, region, national origin, gender, identity or expression, age, sexual orientation, or disability.
