Pricing is Integral to the Client Relationship with Linda Novosel & Sharon Scenna 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

Pricing is Integral to the Client Relationship with Linda Novosel & Sharon Scenna

May 29, 2020 • Digitory Legal • Season 1 • Episode 17

Linda Novosel serves as Blank Rome’s Chief Innovation & Value Officer. In this role, Linda is responsible for driving the development of creative approaches to enhancing value and client service. Linda collaborates with Blank Rome’s attorneys and clients on designing customized service solutions that are cost-effective and efficient through a combination of people, process, and technology. In addition, Linda oversees strategic pricing and client value, practice innovation, data analytics, legal project management, and process improvement.

Linda has more than 30 years of experience in the legal industry and has held senior management positions at several other Am Law 100 firms where she was responsible for practice management, strategic pricing, legal project management, e-discovery, attorney and non-attorney staffing, contract attorney programs, and process improvement.

A former practicing lawyer, Linda received her J.D., cum laude, from Widener University School of Law where she served as an editor of the Widener Journal of Public Law and was a member of the Moot Court Honor Society. She earned her B.A. in International Relations from Bucknell University.

Sharon Scenna serves as Director of Client Value at Blank Rome. She collaborates with clients, attorneys, and firm leadership on value and innovation efforts that enhance relationships. Sharon develops pricing structures that address mutual needs and strategies to help clients manage their legal budgets. She advises on rate and compensation models, hourly rates, evaluating new business opportunities, and client retention plans. Sharon is a key member of the innovation team that leverages a combination of people, process, and technology to provide cost-effective and efficient solutions.

Sharon has over 20 years of experience in the legal industry including serving as Director of Practice Management where she advised department heads and practice group leaders on business planning, revenue and expense management, paralegal and attorney staffing needs, and coordinated with various administrative departments. As Director of Business Development, Sharon oversaw the marketing and business development team, launched client team programs, and led the successful implementation of CRM.

Sharon earned an MBA from LaSalle University and a Bachelor of Science in Marketing from King’s College.

TOP THREE TAKEAWAYS

Innovation is better together. Innovation programs that encourage working in teams bring diverse ideas, creativity, and deliver better solutions.
Help your clients shine. How can you help your legal department show they are not just a cost center but really providing an impact on the company’s bottom line?
Leverage your data. Data is critically important to managing any pricing arrangement and providing transparency both internally and externally.