LMA Beyond Borders - Pricing Power: Unlocking Profitability and Strategic Value in Law Firms

Pricing Power: Unlocking Profitability and Strategic Value in Law Firms
Presented by the Southwest Region

February 24, 2026 | noon CT

LMA Body of Knowledge Domain: Business of Law
Competency: Profitability and Pricing 

Pricing is more than setting rates—it’s a strategic tool that impacts profitability, client satisfaction, and competitive positioning. This session brings together a CFO, Pricing Director, and Business Development Manager to explore how pricing decisions are made, why they matter, and how BD and marketing professionals can use pricing insights to strengthen client relationships and drive growth. Walk away with practical strategies to collaborate effectively with pricing teams and deliver greater value to your firm.

Learning Outcomes:

• Understand the fundamentals of law firm pricing—including common models, drivers of profitability, and client expectations.
• Explore how pricing impacts business development strategies—from proposals and RFPs to client negotiations and relationship management.
• Discover practical ways to collaborate with pricing and finance teams to deliver value and strengthen your role in firm growth.
  
  

Presenters:

Paige Keith, Chief Financial Officer, Lathrop GPM LLP. Paige Keith serves as the firm’s Chief Financial Officer, bringing nearly 20 years of experience leading high-performing teams at national law firms. Prior to joining Lathrop GPM in 2019 as Director of Pricing, Paige spent close to 16 years at a mid-size national litigation boutique firm. There, she served in several capacities – as Director of Litigation Services, Director of Finance and Strategic Initiatives, and finally as Chief Financial Officer.

Antonella Montagna, Director of Pricing & Legal Project Management, Jones Walker. Working closely with firm lawyers, Antonella creates innovative, client-centric pricing strategies and service delivery models to address a variety of legal needs. She is focused on deploying Agile methodologies to monitor, scope, and assign work across the firm’s practice groups, and exploring alternative fee and rate structure arrangements. She also works to design and enhance the firm’s pricing processes, matter and client financial reporting, and matter profiling capabilities. Before joining Jones Walker, Antonella worked in pricing and project management at a global law firm.

Josie Morgan, Chief Operating Officer, Boyar Miller. With a keen focus on the firm’s culture and commitment to clients, Josie oversees daily administrative operations, is responsible for managing firm processes and procedures, and aligning behaviors with our mission and values in order to help the firm reach strategic goals. She is an experienced business development leader with over 15 years in professional services and the legal industry. Josie was named to the “Women to Watch” category in the Houston Business Journal’s “Women Who Mean Business” awards that recognizes professional women for career achievement, contribution to a company and city success, community involvement and leadership.

Price: