Jim is the Director of Pricing & LPM (Legal Project Management) for Hunton & Williams LLP. While Jim’s group is part of the finance organization and he reports to the CFO, he views his role as at least 50 percent business development. “In a nutshell, my job is to get more work for the firm and make sure the work is as profitable as possible. To get that work, we have to clearly demonstrate the value proposition that we offer clients.”
Jim spends a lot of time educating lawyers and staff within H&W on various innovative pricing options that can satisfy the client’s needs and desires. He also works very closely with the business development staff on pitches and RFPs. Jim has spoken at national LMA events on ‘Profitability’ and ‘Win-Win Pricing’, and greatly values the local LMA chapter’s educational offerings.
Jim has been with H&W for over 20 years. He has built a very strong group of Pricing, Analytical, and Project Management professionals that can help keep Hunton successful in this new hyper-competitive legal landscape. He also oversees the Business Intake department and believes there is real synergy to being as close to ‘new business’ as possible.
In his spare time Jim is also Mayor for the Town of Ashland, commonly referred to as ‘The Center of the Universe’. He loves being a part of that tight-knit community.
By Karen B. Hester, Director of Marketing, Allen, Allen, Allen & Allen