Putting Art on the Canvas with Purvi Sanghvi

Purvi Sanghvi is the Director of Strategic Pricing at Paul Hastings, which has been ranked one of the five most innovative law firms by The Financial Times. She is responsible for creating the platform upon which pricing strategies are implemented across the firm globally. Her team oversees pricing management, develops and analyzes alternative fee arrangements, and creates budgets for complex client matters. She is responsible for pricing strategies for the firm’s top clients, often interacting with them directly as another face of the relationship. In all these responsibilities, she works closely with firm clients and partners to develop innovative, efficient, and results-oriented solutions.

TOP THREE TAKEAWAYS

• Dealing with Data: Simplify your data. You need to tell the story of the numbers.  It’s important to understand the intersection between data, analysis and the client relationship and pulling this together to help move the business process forward.
• Alternative Fees: Invest time upfront in scoping and transparency discussions with clients so that all parties clearly understand the goals and expectations so that when things change (and they always do) its much easier to have that scope change conversation.
• Pick up The Phone! The connection that you make and the intention of what you are trying to do comes across more clearly. This makes email conversations that you have afterward so much more productive.

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