Am Law 200 firm

Recruiting a Director of Pricing for an Am Law 200 Firm

Role: Director of Pricing
Sector: Am Law 200 Law Firm
Location: Fully Remote (USA)
Team Size: Under 10 reports
Search Type: Contingent Search
Appointment Type: Permanent

An urgent Director of Pricing search

A national US Am Law 200 law firm needed to appoint a Director of Pricing to lead a fully remote team. The search was urgent: the incumbent had given two weeks’ notice, after which the pricing team would be without a manager.

Five recruitment agencies were briefed on the role at the same time on a contingent basis. With no HR or Talent Acquisition involvement in the process, our Executive Director Simon Taylor worked directly with the Chief Value Officer (CVO) from the initial brief through to appointment.

Our first task was to define the objectives of the role and experience required together with the CVO. Drawing on our experience recruiting across Legal Business Services, we advised how the opportunity should be positioned to prospective candidates alongside compensation and market rates. The output was a detailed job specification which we used to support the search.

There was real urgency because the existing team was about to be left without a manager. We needed to move quickly, but we also needed to be precise about the people we introduced.
Simon Taylor, Executive Director, Boston Hale

Drawing on an established legal pricing network

We presented a shortlist of four candidates, all of whom were selected for first-stage interview. Two progressed to the second stage, alongside four candidates introduced by other agencies working on the search.

One of the candidates we identified had been part of our network for several years. He was also approached by two other agencies about the vacancy, giving him a choice of three recruitment firms to represent him.

Having worked with Simon over a number of years, he already knew Boston Hale, how we work and what he could expect from us throughout the process. That established relationship and trust led him to choose us to represent him. It also meant we already understood his experience, priorities and what he was looking for from his next role, allowing us to have open conversations with both him and the firm throughout the search.

Managing a three-stage senior recruitment process

With no HR or Talent Acquisition involvement in the search, we managed the process directly with the CVO, taking care of interview scheduling, organisation and administration throughout.

The selection process involved three stages. Candidates first met with the CVO, followed by an interview with the Director of Legal Project Management. The final stage was a face-to-face panel interview with the CVO, COO, members of the senior leadership team and several Partners.

One of our two second-stage candidates progressed to the final panel and was offered the position.

Appointing a fully remote Director of Pricing within two months

We managed the offer through to acceptance. Compensation had been discussed transparently from the beginning of the search, so the firm and candidate entered the final stage with the same expectations, no counter offer management or further negotiation was required.

The remaining consideration was location. Although the position was primarily remote, the firm had initially wanted the successful candidate to relocate to the same state. Our candidate was clear that relocation was not an option.

By this point, the firm had been able to assess the candidate through all three interview stages and was confident in his suitability for the position. We worked with both sides on the location requirement, and the firm agreed to appoint him on a fully remote basis.

The location requirement was the one point that could have prevented the appointment. The firm had found the calibre of candidate it wanted, so we worked with both sides to reach an arrangement that allowed them to secure him.
Simon Taylor, Executive Director, Boston Hale

The search was completed within two months of the initial briefing. The successful candidate is now in post, leading the pricing team and fitting well with both the team and the firm’s management style.

If you are recruiting within pricing, legal project management, strategy or another Legal Business Services function, contact the Boston Hale team.

For more on the US pricing market, including salary ranges for Pricing Directors and other Legal Business Services roles, take a look at our latest Talent Market Overview or our 2nd Quarter 2026 Client Value Hiring Update. And here's another recent case study on how we recruited a Director of Billings for an Am Law 200 firm.

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