LMA Beyond Borders - Pricing Power: Unlocking Profitability and Strategic Value in Law Firms

LMA Body of Knowledge Domain: Business of Law
Competency: Profitability and Pricing

Pricing is more than setting rates—it’s a strategic tool that impacts profitability, client satisfaction, and competitive positioning. This session brings together a CFO, Pricing Director, and a COO with marketing and business development experience to explore how pricing decisions are made, why they matter, and how BD and marketing professionals can use pricing insights to strengthen client relationships and drive growth. Walk away with practical strategies to collaborate effectively with pricing teams and deliver greater value to your firm.

Learning Outcomes:

• Understand the fundamentals of law firm pricing—including common models, drivers of profitability, and client expectations.
• Explore how pricing impacts business development strategies—from proposals and RFPs to client negotiations and relationship management.
• Discover practical ways to collaborate with pricing and finance teams to deliver value and strengthen your role in firm growth.

Presenters:
Paige Keith, Chief Financial Officer, Lathrop GPM LLP.
Antonella Montagna, Director of Pricing & Legal Project Management, Jones Walker.
Josie Morgan, Chief Operating Officer, Boyar Miller.
Moderator: Tim Corcoran, Principal, Corcoran Consulting Group.