Head of Pricing

Licensed sponsor London Full-time Posted 59 minutes ago

Summary of the Position

Reporting to the CFO, this is an opportunity to establish and lead the pricing capability within a high growth, mid-sized international law firm.

The Head of Pricing will play a pivotal role in shaping the firm's commercial approach, partnering closely with senior stakeholders to enhance profitability, improve pricing discipline and support strategic client growth. Operating initially as the firm's dedicated pricing specialist, the successful candidate will build the function from the ground up and create the frameworks, processes and commercial insight required for its future development.

The role requires a credible and influential individual with the gravitas to engage confidently with Partners, challenge constructively and drive behavioural change. They will combine strategic leadership with a genuinely hands-on approach to delivery. As the function matures, there will be an opportunity to build and lead a dedicated pricing team.

Duties And Responsibilities

Building the Pricing Function

Design and implement pricing processes, methodologies and governance frameworks.
Introduce tools and reporting capabilities that strengthen pricing insight and decision-making.
Build the business case for future investment in pricing capability.
Lay the foundations for a scalable and high-performing pricing function.
Recruit and develop a team as the function grows.

Strategic Pricing Leadership

Develop and implement a firmwide pricing strategy aligned with the firm's commercial
Establish effective pricing governance, frameworks and best practice across the business.
Drive greater commercial rigour and consistency in pricing decisions.
Act as the firm's senior subject matter expert on pricing, fee arrangements and profitability.
Shape the evolution of pricing models in response to changing client expectations and market dynamics.

Partnering with the Business

Build trusted relationships with Partners, Practice Group Heads and senior leadership.
Provide commercial guidance on strategic client opportunities, panel appointments and major pitches.
Influence decision-making through insight, analysis and constructive challenge.
Support negotiations on fee structures, pricing arrangements and commercial terms.
Become a recognised adviser to the partnership on profitability and commercial performance.

Alternative Fee Arrangements and Commercial Innovation

Lead the development and evaluation of alternative fee arrangements, including fixed fees, retainers, capped fees, subscription models and success-based structures.
Support the design of commercially competitive and client-focused propositions.
Ensure pricing solutions balance client value with sustainable profitability.
Monitor the performance of fee arrangements and identify opportunities for improvement.

Profitability and Commercial Analysis

Develop robust profitability analysis across clients, matters and practice groups.
Analyse and interpret realisation, recovery, leverage, utilisation, margin performance and client profitability.
Identify commercial opportunities and risks through data-led insight.
Deliver clear reporting and practical recommendations to support strategic decision-making.

Skills/Experience

Significant experience in pricing, commercial finance, revenue management and profitability analysis within a law firm or professional services environment.
A strong track record of influencing senior stakeholders and operating effectively at Executive, Partner or Board level.
Experience supporting complex client negotiations, major pitches and commercial decision-making.
A strong understanding of law firm economics, profitability drivers and pricing methodologies.
Experience developing, establishing or transforming a pricing capability is highly desirable.
Strong financial modelling and analytical skills.
Deep understanding of matter profitability and financial performance metrics.
Experience of alternative fee arrangements and innovative pricing models.
Ability to translate complex financial information into clear, practical commercial recommendations.

Personal Qualities

Exceptional gravitas, presence and credibility.
Highly influential, with the confidence to challenge senior stakeholders constructively.
Commercially astute, with strong judgement and business awareness.
Politically aware and capable of navigating a partnership environment.
Collaborative, resilient, pragmatic and delivery focused.
Comfortable operating autonomously and develop the firm's pricing capability into a more specialist and strategically focused function.
Equally capable of setting the strategy and completing detailed analytical work personally.

Success in the Role

Within the first 12 months, the successful candidate will have:
- Developed pricing into a distinct strategic capability across the firm, enhancing and extending the foundations established by the business partnering function.
- Become a trusted adviser to key Partners and members of the Executive Team.
- Improved pricing consistency and strengthened commercial decision-making.
- Enhanced matter and client profitability through alternative fee arrangements.
- Implemented robust pricing governance, processes and reporting.
- Created the foundations for a scalable pricing team and long-term pricing function.

The Ideal Candidate

This role will suit an accomplished pricing professional who combines commercial sophistication with exceptional stakeholder management skills. The successful candidate will have the credibility and presence to influence senior Partners, the analytical capability to drive meaningful commercial outcomes, and the ambition to build a best-in-class pricing function from the ground up.
Above all, they will be a senior, hands-on operator who thrives on creating impact, driving change and establishing a capability that will become central to the firm's future commercial success.

Please note that this job profile is not an exhaustive list of duties but merely an outline of the key components of the role. You may be required by your line manager to take on additional responsibilities when requested.

About

About Mishcon de Reya Group

The Mishcon de Reya Group is an independent, international professional services business with law at its heart, employing over 1400 people with over 650 lawyers. It includes the law firm Mishcon de Reya LLP and a collection of leading consultancy businesses that complement the firm's legal services.

Mishcon de Reya LLP is based in London, Oxford, Cambridge, Singapore, Hong Kong and UAE. The firm services an international community of clients and provides advice in situations where the constraints of geography often do not apply.The work the firm undertakes is cross-border, multi-jurisdictional and complex, centred around three increasingly entwined and connected sectors: the Innovation Economy, Private Wealth and Capital, and Real Estate. The firm is known as a disputes powerhouse with a formidable capacity firmwide for dispute resolution.

The Mishcon de Reya Group includes consultancy businesses MDR Discover , MDR Mayfair (in London, Singapore and Dubai), MDR ONE , and MDRi (in Hong Kong). The Group also includes MDR Lab , which invests in the most promising early stage legaltech companies as well as the Mishcon Academy, its in-house place of learning and platform for thought leadership.

In 2024, the Group announced its first strategic acquisition in the alternative legal services market, flexible legal resourcing business Flex Legal. It also acquired a majority stake in Somos, a global group actions management business.

We strive to create a fully diverse and inclusive workplace where all our people are empowered to fulfil their potential. We are proud of our agile working culture and are always happy to talk flexible working.