Members' Speaking & Publications

May 23, 2016

Event: 2016 Annual Conference and Expo
Title:  LI10B: A Clear Vision: Corporate Law Department Leadership Strategies
Speakers: Paul Roy, Senior Director Finance & Administration - Law Department, Time Warner Cable 


May 23, 2016

Event: 2016 Annual Conference and Expo
Title: FM16: Win/Win Pricing
Speakers: Peter Lane Secor, Director of Strategic Pricing and Project Management, Pepper Hamilton LLP  

May 17-18, 2016

Event: P3: The Practice Innovation Conference
Title: P3: Now in English
Speakers: Melissa Prince, Manager of Legal Project Management & Analysis, Reed Smith Center for Competitive Management; and Peter Lane Secor, Director of Strategic Pricing and Project Management, Pepper Hamilton LLP

Title: Achieving Value Harmony – 5 Things Corporate Legal Departments & Law Firms Should Do Together
Speakers: John Ferko, EVP, Miles & Stockbridge; and Steve Manton, Director of Pricing and Matter Management McDermott Will & Emery LLP

Title: How to Say No
Speakers: Justin Ergler, Director Alternative Fee Intelligence, GlaxoSmithKline; Keith Maziarek, Senior Manager Strategic Pricing, DLA Piper; and Purvi Sanghvi, Director of Strategic Pricing, Paul Hastings

Title: So, I Have a Profitability Model...Now What?  Workshop
Speakers: Purvi Sanghvi, Director of Strategic Pricing, Paul Hastings

Title: Building an Empire: How to Design an Effective Pricing & Project Management Team
Speakers: Brad Antici, Director of Strategic Pricing and Analysis Butler Snow LLP; Chris Ende, Director of Pricing and Project Management Goodwin Procter; Brian Fanning, Pricing Director at Davis Wright Tremaine LLP; and, Bart Gabler, Director of Pricing and Legal Project Management at K&L Gates

Title: Data Visualization for Law Firms
Speakers: Christopher Ende, Director of Pricing and Project Management Goodwin Procter

Title: Best Practices in Pricing & Process Improvement
Speakers: Jon Hulak, Director of Pricing & Client Service at Mintz Levin

Title: Understand Your Story: Leveraging Data Analytics to Uncover Your Hidden Strengths
Speakers: Christian Zust, Supervising Legal Project Management Attorney - Bryan Cave

Title: Developing and Implementing an Annual Rate Increase
Speakers: Michael Boussy, Director of Pricing at Ropes & Gray LLP

Title: The Evolving Role of Legal Operations Executives
Speakers: Keith Maziarek, Senior Manager Strategic Pricing, DLA Piper

Title: "Win-Win" Pricing
Speakers: Hushmand Jonathan Cott, Chief Strategic Pricing Officer, Covington & Burling; James Foley, Pricing and Budgeting Director at Hunton & Williams LLP; and Peter Lane Secor, Director of Strategic Pricing and Project Management, Pepper Hamilton LLP

Title: A Dialogue on the Expanding Role of Outside Counsel Guidelines
Speakers: Vince Cordo, Global Litigation Sourcing Officer Shell

March 31, 2016

Event: ARK Group
Title: Mechanics of Law Firm Profitability: People, Process & Technology
Speakers: Toby Brown, Chief Practice Officer, Akin Gump Strauss Hauer & Feld LLP; Patricia Gillette, Partner, Orrick Herrington & Sutcliffe; Peter Lane Secor, Director of Strategic Pricing and Project Management, Pepper Hamilton LLP 

Click here for the Agenda

March 26, 2015

Publisher: Legal Executive Institute
Title:  Beyond Experience — The “Value” Game Changers
Quotes: Purvi Sanghvi, Director of Strategic Pricing, Paul Hastings; and Stuart Dodds, Director of Global Pricing and Legal Project Management, Baker McKenzie

Click here for the Agenda

March 12, 2015

Event: ARK Group
Title: The Mechanics of Law Firm Profitability: People, Process & Technology
Speakers:  Justin Ergler, Director Alternative Fee Intelligence, GlaxoSmithKline; Toby Brown, Chief Practice Officer, Akin Gump; Keith Maziarek, Senior Manager Strategic Pricing, DLA Piper

February 24, 2015

Event: Major Lindsey & Africa/True Value Partnering Institute
Title: Managing Partners and COOs: Law Firm Pricing - are you keeping up?  Speakers:  Jon Cott, Chief Strategic Pricing Officer, Covington & Burling; Stuart Dodds, Director of Global Pricing and Legal Project Management, Baker McKenzie; Steven Manton, Strategic Pricing Leader, Debevoise & Plimpton; John Ferko, EVP, Miles & Stockbridge; Amanda Brady, Global Practice Leader - Law Firm Management, Major Lindsey & Africa

February 17, 2016

Publisher: ALA Pricing Legal Services White Paper
Title:  The Client Cost Conundrum: Legal Service Pricing in a Post-Recession Market
Quotes:  Toby Brown, Director of Pricing & Strategic Analytics at Akin Gump; and Peter Lane Secor, Director of Strategic Pricing and Project Management, Pepper Hamilton LLP

February 4, 2015

Event: Buying Legal Council - Professional Sourcing and Management of Legal Services

Click here for the Agenda

Title: What is a Fair Price - how much should it cost?
Speaker:  Justin Ergler, Director Alternative Fee Intelligence and Analytics at GlaxoSmithKline

Title:  RFPs-Law firm's view: Hear what law firms think about RFPs coming from legal procurement
Speakers:  Toby Brown, Chief Practice Officer, Akin Gump; Peter Secor, Director of Pricing and Project Managment, Pepper Hamiltom

January 29, 2015

Publisher: Bloomberg Business
Title:  Clients Can Monitor Legal Bills in Real Time Quotes: Peter Secor Lane, Director of Pricing and Project Management, Pepper Hamilton; Vince Cordo, Client Value Officer, Reed Smith

January 21-23, 2015

Event: 22nd Annual Marketing Partners Forum

Title: Advanced Collaboration Strategies Around Pricing  Speakers:  Justin Ergler, Director Alternative Fee Intelligence, GlaxoSmithKline; Peter Secor Lane, Director of Pricing and Project Management, Pepper Hamilton; John Ferko, EVP, Miles & Stockbridge

January 8/9, 2015

Event: True Value Partnering Institute's 2015 "Value" Meeting
Facilitators:  Kevin Doolan, Moller PSG/Harvard Law School; Alexi Caught, Moller PSG; John Ferko, EVP, Miles & Stockbridge

 

September 18, 2014

Speakers:  Steven Manton, Strategic Pricing Leader,Debevoise & Plimpton; Peter Secor, Director of Pricing and Project Managment, Pepper Hamilton

Aderant 2014 Redwood Analytics User Conference

Title: Strategic Pricing: Connecting Numbers to Firm Strategy to Achieve Client Portfolio Management that Grows Profits

September 25, 2014

Speaker:  Melissa Prince, Manager of Legal Project Management & Analysis, Reed Smith Center for Competitive Management (C4CM)Title:  Law Firm Strategic Pricing and Legal Project Management: Negotiating Fees and Pricing, Creating Efficiency and Cost-Effectiveness

Click here for the Agenda

August 26, 2014

Title:  Law Firm Pricing and Legal Project Management Symposium

Speakers:  Purvi Sanghvi, Director of Strategic Pricing, Paul Hastings; Stuart Dodds, Global Director of Pricing and Project Management, Baker McKenzie; Vince, Director of Client Value, Cordo, Reed Smith; Steven Manton, Strategic Pricing Leader, Debevoise & Plimpton

True Value Partnering Institute - July 24, 2014

Title:  Strategic Pricing: The Intersection of Numbers, Change Management and Negotiation
Speakers:  John Ferko, EVP, Miles & Stockbridge; Peter Secor, Director of Pricing and Project Management, Pepper Hamilton; Steven Manton, Strategic Pricing Leader, Debevoise & Plimpton.

Beacon Live Webinar - June 22, 2014

Publication:  Smarter Pricing, Smarter Profit: A Guide for the Firm of the Future
Author:  Stuart Dodds, Global Director of Pricing and Project Management, Baker McKenzie

 

June 12 - June 13, 2014
2014 LMA P3 Conference
Click here for the Agenda

True Value Partnering Institute Members' Speeches:

 
Title:  Value-Based Pricing, Legal Project Management and the New Proposition

Speaker:  Doug Woods, Ogletree Deakins

Title:  After the Rose

Speaker:  Toby Brown, Chief Practice Management Officer, Akin Gump

Title:  Negotiation: Crafting Winning Strategies for Internal & External Negotiations

Speakers:  John Ferko, EVP, Miles & Stockbridge; Steven Manton, Strategic Pricing Leader, Debevoise & Plimpton; Peter Secor, Director of Pricing and Project Management, Pepper Hamilton

Title:  Creating a Culture of Efficiency Within Law Firms: Which Approach Would Work for You

Speaker:  Matthew Laws, Director of Pricing, Crowell & Moring

Title: Letting Technology Take the Strain: Pricing and Project Management Workflow in Action

Speakers:  Stuart Dodds, Global Director of Pricing and Project Management, Baker McKenzie; Merill Helms, Sheppard Mullin; Christian Zust, Bryan Cave

Title: Virtual law Firm: Alternative Fee Intelligence and Quantifying Benefits to the Client
Speakers:  Keith Maziarek, DLA Piper; Purvi Sanghvi, Director of Strategic Pricing, Paul Hastings; Justin Ergler, Glaxo Smith Kline

Title: Pricing Governance: Ways to Establish a Process for Implementing Firm-wide Pricing Guidelines
Speaker: Jennifer Mapp, Dechert.

Title: Law Firm Partner and Client Discussion: Creating the Win-Win

Speaker: Vince Cordo, Director of Client Value, Reed Smith

Title:  Procurement in the Purchase Decision: Market Research Findings on the Continuing Evolution
Speaker:  Dr. Silvia Hodges Silverstein, Columbia Law School

Title:  Panning for Gold: Lessons from Lawyers on Leveraging the Lawyer for Better Budgets, Pricing and Performance Management
Speaker:  Tim Curren, Director of Legal Project Management, Akin Gump

Title:  Profitability Session: The Mystery and Mechanism of Measuring Profitability
Speakers:  Jim Foley, Hunton Williams; Peter Secor, Pepper Hamilton; Jonathan Cott, Little Mendelson

Title: The Golden path to Developing Budgets: Helping Attorneys Develop Budgets and AFAs
Speakers: Peter Secor, Pepper Hamilton; Christopher Ende , Goodwin Procter

Title: Teaching Partners How to Fish: Unlocking Sustainable Profit improvement through Better Pricing
Speaker: Pier D’Angelo, Allens

Title: Pitch and Proposal Authorship and Workflow
Speaker: Vince Cordo, Reed Smith

June 9, 2014

Title: Monday Clicks: Pricing Directors, Project Managers Bring Profitability to Firms
Quoted:  Matthew Laws, Crowell Moring
Publication: Legal Executive Insights: Thomson Reuters 

Title: At Law Firms, Pricing Managers are in Demand
Quoted: Matthew Laws, Crowell & Moring; Toby Brown, Akin Gump
Publication: The Washington Post

Competitive Intelligence in the Modern Law Firm

Jun 04, 2014

The Ark Group’s 8th Annual Competitive Intelligence in the Modern Law Firm Synopsis.

 

The Impact of the Changing “Pricing Lever” on the Broader Competitive Landscape in the Legal Profession

Peter L SecorDirector of Strategic Pricing and Project Management>
Pepper Hamilton, LLP

Purvi Sanghvi
Director of Strategic Pricing
Paul Hastings LLP

Legal Project Management Showcase & Workshop Changing Behavior within the Firm

May 22, 2014

A full day workshop presented by the ARK Group/Managing Partner evaluating how five law firms changed the way that lawyers manage matters, and how to adapt these tactics to increase efficiency and client satisfaction at your firm.

Read the agenda

Building a Client Value Department

Vincent J Cordo
Global Director, Client Value
Reed Smith

Implementing LPM Training and Coaching Programs in Multiple Offices

Stuart JT Dodds
Director, Global Pricing and LPM
Baker & McKenzie

Business Intelligence and Analytics in the Legal Profession Forum

April 24, 2014

How law firms and corporate legal departments are capitalizing on data-driven business intelligence —
connecting the dots between data analysis, competitive intelligence and knowledge management
Ark Group’s 3rd Annual Conference

Alternative Fee Intelligence & Quantifying Benefit to the Client

Justin R ErglerDirector, Alternative Fee Intelligence and Analytics
GlaxoSmithKline

Keith Maziarek
Senior Project Manager, Pricing and Strategic Initiatives
DLA Piper

2014 Legal Marketing Association Annual Conference

Apr 02, 2014

Winning Business in The “New Normal” – connecting the dots between pricing, legal project management, marketing and practice development to win profitable new business.

Conference Website

Steven G Manton
Strategic Pricing Leader
Debevoise & Plimpton LLP

Steven G Manton, Strategic Pricing Leader
Debevoise & Plimpton LLP

John P Ferko, Director, Strategic Pricing and Practice Management
Miles & Stockbridge

Peter L Secor, Director of Strategic Pricing and Project Management
Pepper Hamilton, LLP

David W Woods, Kelley Drye & Warren LLP

The Lawyers Guide to AFAs and Value Pricing – the importance of a pricing strategy

Apr 01, 2014

ARKs Managing Partner PublicationThe guide provides in-depth strategic guidance on the challenges (and benefits) faced by lawyers and the firms they work for, due to the shift from the traditional billable hour to alternative fee arrangements and value pricing.

Read the guide

Vincent J Cordo
Global Director, Client Value
Reed Smith

Toby BrownDirector of Pricing
Akin Gump

C4CM Webinar

Mar 20, 2014

When your firm bids for new work, how do you set a price that’s high enough to protect profits, yet appropriate to the extent that you get the work?  If your firm’s pricing practices are outdated, unpredictable or too high, clients will ditch you faster that you can say AFA!

Read about the course

Law Firm Pricing: Developing a Pricing Capability, Negotiating Fees, and Locking in Clients

Vincent J Cordo, Global Director, Client Value Reed Smith

Toby Brown, Director of Pricing Akin Gump

Sustaining AFAs Through Collaboration and Trust

Mar 19, 2014

The Ark Group’s 5th annual AFA Forum will focus on case studies of successful client partnerships.

Read the agenda

Identifying Client Goals: Providing the Value that Your Clients Expect

Justin R Ergler
Director, Alternative Fee Intelligence and Analytics
GlaxoSmithKline

Directing the RFP and Procurement Process:  Perspectives from the Legal Marketer, Pricing Director and Procurement Manager

March 19, 2014

Howard P Janis, Director of Strategic Pricing and Analytics
McKenna Long & Aldridge

Legal Profitability Methodology Series

March 19, 2014

Steven G Manton, Strategic Pricing Leader
Debevoise & Plimpton LLP

Peter L SecorDirector of Strategic Pricing and Project Management
Pepper Hamilton, LLP

Brad AnticiDirector of Strategic Pricing and Analysis
Butler Snow LLP

Disruptive Innovation in the Market for Legal Services

Mar 06, 2014

TVPI Advisory Council member deepens relationship with Harvard Law School.

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John P Ferko
Director, Strategic Pricing and Practice Management
Miles & Stockbridge

Ask the Expert - We Aim to Please: New Client Service in Legal

Mar 01, 2014

Interview ILTAs Business and Financial Management Peer Group

Listen to the podcast

Christopher G Sweet
VP Outside Counsel & Engagement Management
JPMorgan Chase & Co.

Vincent J Cordo
Global Director, Client Value
Reed Smith

Stuart JT Dodds
Director, Global Pricing and LPM
Baker & McKenzie

Texas Lawyer

Feb 27, 2014

John Strange
Director of Pricing and Project Management at Baker Botts, is interviewed by the Texas lawyer.

Read the article

John C StrangeDirector, Pricing and Project Management
Baker Botts

How Pricing Directors Combat the Decline of the Billable Hour

Feb 24, 2014

Three of our members were recently quoted in Crain's Business Journal.

Read the article

Stuart JT Dodds Director
Global Pricing and LPM
Baker & McKenzie

Keith Maziarek
Senior Project Manager, Pricing and Strategic Initiatives
DLA Piper

Toby Brown
Director of Pricing
Akin Gump

The Role of the Legal Pricing Director Defined: Part 2

Feb 15, 2014

The second of a two part series of discussions from the True Value Partnering Institute.

Steven G Manton
Strategic Pricing Leader
Debevoise & Plimpton LLP

John P Ferko
Director, Strategic Pricing and Practice Management
Miles & Stockbridge

Hans Tresolini
Director, Client Relationship Management
Bingham

Adrian Avanzato
Head of Pricing
Norton Rose Fulbright

21st Annual Law Firm Marketing Partners Forum

Jan 22, 2014

Read the agenda

The New World of Fee Arrangements

Vincent J Cordo
Global Director, Client Value
Reed Smith

The Role of the Legal Pricing Director Defined: Part 1

January 15, 2014

The first of a two part series of discussions from the True Value Partnering Institute.

Steven G Manton
Strategic Pricing Leader
Debevoise & Plimpton LLP

John P Ferko
Director, Strategic Pricing and Practice Management
Miles & Stockbridge

Vincent J Cordo
Global Director, Client Value
Reed Smith

Purvi Sanghvi
Director of Strategic Pricing
Paul Hastings LLP

ILTA News Briefs

Dec 01, 2013

Business and Financial Management White Paper

Negotiating Win-Win Fee Arrangements

Stuart JT Dodds
Director
Global Pricing and LPM
Baker & McKenzie

A Pricing Party:  Balloons, Wizards and Crystal Balls

Christopher Ende
Director of Pricing and Project Management
Goodwin Procter

Conduit…Together We Can Do It

Purvi Sanghvi
Director of Strategic Pricing
Paul Hastings LLP

Big Law Coming Under Cost Pressure

Nov 15, 2013

Matt Law
Director of Client Service and Pricing at Crowell & Moring is quoted in Crain's
New York Business article.

Read the article

Matt S Laws
Director of Pricing
Crowell & Moring LLP

Legal Project Management Showcase & Workshop

Nov 13, 2013

ARK Group Events

Vincent J Cordo
Global Director, Client Value
Reed Smith

Chicago Law Leaders

Nov 13, 2013

Read the agenda

Some Assembly Required: Pricing, Valuation & Driving Efficiency

Senior Project Manager
Pricing and Strategic Initiatives
DLA Piper

P3 Conference

Toby Brown, Director of Pricing & Strategic Analytics at Akin Gump; Purvi Sanghvi, Director of Strategic Pricing at Paul Hasting and John Strange, Director of Pricing at Vinson & Elkins co-organized the very successful P3 Conference which attracted over 200 attendees.
Many TVPI members spoke at the Legal Marketing Association P3 conference on Pricing, Project Management and Practice Innovation from September 30 to October 2, in Chicago.
P3 Conference Website

Getting the Work...Profitably:  Negotiating Win-Win Fee Arrangements

Stuart JT Dodds
Director, Global Pricing and LPM
Baker & McKenzie

Toby Brown
Director of Pricing
Akin Gump

John C Strange
Director, Pricing and Project Management
Baker Botts

Bridging the In-House/Outside Counsel Chasm

Vincent J Cordo
Global Director, Client Value
Reed Smith

Spreading the Pricing "Gospel"

John P Ferko
Director, Strategic Pricing and Practice Management
Miles & Stockbridge

Peter L Secor
Director of Strategic Pricing and Project Management
Pepper Hamilton, LLP

Keith Maziarek
Senior Project Manager, Pricing and Strategic Initiatives
DLA Piper

LPM: How to Get Started

Purvi Sanghvi
Director of Strategic Pricing
Paul Hastings LLP

Building a Better Pricing Experience Database

Vincent J Cordo
Global Director, Client Value
Reed Smith

Three Hats:  Which do you Wear?

Steven G Manton
Strategic Pricing Leader
Debevoise & Plimpton LLP

Matt S Laws
Director of Pricing
Crowell & Moring LLP

John C Strange
Director, Pricing and Project Management
Baker Botts