Expanding the Conversation with Michael Katz Artwork

Pricing Matters

Pricing is a catalyst for innovation and collaboration in the legal industry. Business professionals from interdisciplinary teams including pricing, business development, client value, procurement, legal operations, practice and project management are working together to create pricing solutions that deliver value and profitability. Digitory Legal wants to highlight the important work that these professionals are doing to advance the business of law, so we created the Pricing Matters Podcast. Your host, Aurelia Spivey, will be speaking to thought leaders who discuss market trends, provide actionable insights and share their experience of the evolving landscape of legal pricing.

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Pricing Matters

Expanding the Conversation with Michael Katz

March 11, 2020 • Michael Katz • Season 1

Michael Katz is the Pricing & Data Analytics Director at Holland & Knight, where he pioneered the pricing function over four years. Key elements of the pricing program are partner education, matter budgeting, and tracking, RFP/pitch support, and one-on-one consulting on alternative fees and profit improvement.

His prior legal industry positions include Treasurer at Orrick, FP&A manager at WilmerHale, and Advisor at SB2 Consultants. Prior to working in the legal industry, Michael held a series of financial management positions at McGraw-Hill, where he supported senior management of the information technology function and several publishing units.

Michael has an MBA in Finance, Rutgers University BA and an MAT, Binghamton University.

KEY TAKEAWAYS

Find a good solution, as there is seldom a best solution! When creating fee proposals keep it simple and remain flexible.
Wear your Marketing Hat! Ask open-ended questions, find out who else is bidding on the work and create pricing proposals that will help win the business.
Showcase Best Practice. Clients are asking for more information about law firm technology and legal process management. Use this as an opportunity to highlight how specific practices are differentiating their legal service delivery.

To find out more about Digitory Legal please visit our website at www.digitorylegal.com.