About the job
Summary:
The Senior Manager, Client Rate Strategy is a pivotal leadership position at Barnes & Thornburg LLP, overseeing various aspects of client rate agreements, revenue management strategies, and financial analyses tied to the firm's rate-setting methodologies. This role is instrumental in guiding rate strategy and revenue optimization for the firm's largest and most intricate clients. Responsibilities include data collection and analysis for rate determination, leading negotiations, and advising senior management on financial strategies.
The successful candidate will collaborate closely with the Rates Team, Pricing Team, Legal Operations Team, and Billing Team to ensure effective management of the firm's rates, identify revenue opportunities, and align pricing structures with organizational financial goals.
Daily interactions with firm partners, Legal Operations staff, and clients require a high degree of professionalism, confidence, and executive presence.
Key Responsibilities:
Act as the senior contact for rate negotiations with key clients, developing and implementing strategies to maximize revenue while fostering strong client relationships.
Perform advanced financial analyses of rate structures and revenue trends to provide insights for pricing decisions and revenue management.
Coordinate with firm partners and cross-department teams to establish and execute all facets of rate arrangements, focusing on key clients.
Advise and mentor Legal Operations and Accounting teams on rate arrangements, providing guidance to junior team members.
Generate and evaluate timekeeper and rate reports to support new rate negotiations, utilizing advanced Excel modeling and data analysis techniques.
Ensure adherence to established workflows for rate approval and implementation.

