P3 Conference Committee
Hushmand Jonathan Cott
Chief Strategic Pricing Officer
Covington & Burling
Hush joined Covington in January 2015. He leads an innovative team focused on achieving clients’ legal business objectives by developing fee arrangements that increase cost predictability and incentivize efficiency. Before leading the pricing and legal project management functions at two other Am Law 100 firms, Hush worked for Accenture as a business consultant and later in public service as a Chief Fiscal Accounting Officer.
Chief Value Officer
Goulston & Storrs
As Chief Value Officer, Christopher Ende leads Goulston & Storrs’ strategic initiatives relating to pricing structures, legal project management, practice innovation, and profitability analysis. Chris collaborates across all firm legal practices and professional departments to deliver increased value to clients through innovative fee arrangements, process improvement, and data analytics. He works directly with clients to deliver tailored pricing solutions and service delivery models that align incentives and facilitate successful outcomes. Chris draws on his knowledge gained as an in-house legal operations leader to effectively design win-win solutions.
Chris has deep experience in the business of law and brings a “voice of the client” perspective to the firm. Chris previously led the outside counsel spend management program for a Fortune 15 company where he developed strategies to optimize outside counsel spend, including designing a preferred provider program, building an award-winning, custom application to drive data-driven selection of outside counsel, and designing metrics to measure performance and value. He also held a senior leadership position at an alternative legal services provider where he developed solutions for corporate legal departments to improve operational efficiency and reduce legal costs. Prior to those roles, Chris built and led the global pricing and project management program at an AmLaw 50 law firm.
Chief Legal Operations Officer
Barnes & Thornburg LLP
Jared Applegate is the Chief Legal Operations Officer for Barnes & Thornburg and is responsible for managing the law firm’s portfolio of alternative fees, creating innovative and practical pricing solutions and improving firm economics. His role includes guiding, advising and educating attorneys and clients on the pricing of the firm’s legal services and developing and supporting training programs on legal project management and matter management, templates to assess profitability, and other related tools.
Mr. Applegate serves as co-creator of the firms BT ValueWorks program, a suite of pricing, process and technology solutions that bring greater value, efficiency and predictability to the delivery of legal services. He continually provides market insight, competitive intelligence and innovative thinking to attorneys and clients on pricing strategies and related matter management solutions.
Prior to joining Barnes & Thornburg, Jared held various officer positions in the financial services sector.
Chief Practice Management Officer
Perkins Coie LLP
Toby Brown is the Chief Practice Management Officer for Perkins Coie. In this role, Toby works with firm partners and clients in developing pricing arrangements and service delivery models that drive successful relationships. This includes practice management, pricing, legal project management, lateral partner recruiting, practice innovation and alternative staffing approaches. Prior to this, Toby served as the Chief Practice Officer for Akin Gump and served in pricing roles for both Vinson & Elkins and Fulbright & Jaworski. Before joining Fulbright, Toby served as a Director for the Utah State Bar.
Toby presents nationally on legal pricing, practice management, knowledge management, marketing, technology and law firm management for associations, law firms, legal departments, law schools and paralegal programs. He is the founder of the P3 Conference and chairs the Client Value group that owns the conference. He has published numerous articles, along with the book, Law Firm Pricing: Strategies, Roles, and Responsibilities. Toby has served on a number of legal services boards, bar association task forces and legal market organizations. He was named to The National Law Journal ‘s 2013 list of Legal Business Trailblazers & Pioneers and received the Peer Excellence Award, the President’s Award and the Anne Charles Award from the National Association of Bar Executives (NABE). Toby received his BS and MS in Economics from the University of Utah.
Kristina Lambright, Esq.
Sr. Director of Strategic Growth
Perkins Coie LLP
Kristina Lambright, Esq. is currently the Sr. Director of Strategic Growth at Perkins Coie, an AmLaw 50 firm with over 1,000 lawyers throughout the US and Asia. She works with firm attorneys and clients to create innovative and practical pricing solutions aimed at enhancing the value of legal service delivery and improving firm economics. Leveraging the knowledge gained as a practicing attorney, she assists partners in developing strategic profitability and matter management solutions. She collaborates with cross-functional teams to develop streamlined processes that enhance service and minimize the cost to the client.
Her role includes both internal and client-facing elements involving the development of pricing and legal project management strategies, matter management and business intelligence tools as well as firm wide policies and procedures. She has driven the development and implementing of firm wide matter management resources and tools, ensuring the appropriate training of lawyers and professional staff and implementing best practices in matter management and process improvement.
Previously, Kristina served in strategic pricing and legal project management roles with two Am Law 50 firms. A former practicing litigator, Kristina is currently co-chair of the LMA’s annual P3 Conference, the industry’s largest annual event related to pricing, project management and process improvement. She is also the co-founder of the LMA Client Value SIG P3 Women’s Initiative Network (#P3WIN). She has presented at multiple industry events throughout her tenure as a pricing and LPM professional.
Director of Pricing and Legal Project Management
Katten Muchin Rosenman LLP
Keith Maziarek is the Director of Pricing and Legal Project Management for Katten Muchin Rosenman LLP. In this role, Keith is responsible for leading the development, implementation and management of the firm’s formal strategic pricing, profitability, legal project management, process improvement and client value capabilities. This role oversees both the internal infrastructure of the pricing and LPM functions, and also incorporates client-facing collaboration responsibilities, with which he has a great deal of experience.
Keith joined Katten after serving as Senior Director of Client Value for Perkins Coie. In this role, Keith worked closely with the legal operations executives at the firm’s top clients to establish strategic pricing arrangements, implement customized communication/collaboration tools and efficiency solutions, improve performance monitoring and reporting, optimize service delivery models and establish metrics that will enable client legal departments to qualify and quantify the value they are capturing through their work with the firm.
Prior to joining Perkins Coie, Keith served as Head of Strategic Pricing for DLA Piper LLP. There he developed, implemented and managed the firm’s strategic pricing, profitability and legal project management functions. Complementing this role, he previously worked in strategic business development and marketing, which afforded him the opportunity to develop a deep understanding of clients’ needs, and how law firms can best articulate their value proposition in helping clients to achieve their strategic and financial goals.
Keith has authored several published articles on the topic of alternative fee arrangements in connection with his work in this area, and also speaks regularly at industry conferences. He is the immediate past co-chair of the LMA’s annual P3 Conference, the industry’s largest annual event addressing transformation in the legal industry related to pricing, project management and process improvement.
Keith holds an M.B.A. from the Kellogg School of Management at Northwestern University, with majors in Management and Strategy, Managerial Economics, and Analytical Consulting, and a B.S. in Business Management from the University of Illinois-Chicago.
Director of Operations - Business Immigration Group
Seyfarth Shaw LLP
Sheri Palomaki is the Director of Operations for Seyfarth’s 160+ person Business Immigration Group. Applying business design in a
Ms. Palomaki draws on her 20 years of experience in the legal industry, including 10 years in law firm management, 5 years conducting client feedback interviews, and 4 years training teams of inside and outside counsel in legal service design, to assemble a comprehensive approach to client service solutions and efficiency models.
Director of Strategic Pricing
Paul Hastings LLP
Purvi Sanghvi is the Director of Strategic Pricing at Paul Hastings, which has been ranked one of the five most innovative law firms by The Financial Times. She is responsible for creating the platform upon which pricing strategies are implemented across the firm globally. Her team oversees pricing management, develops and analyzes alternative fee arrangements, and creates budgets for complex client matters. She is responsible for pricing strategies for the firm’s top clients, often interacting with them directly as another face of the relationship. In all of these responsibilities, she works closely with firm clients and partners to develop innovative, efficient, and results-oriented solutions. Ms. Sanghvi has been involved in the creation of law firm pricing strategies since 2007 and has been on the forefront of shaping how they service the legal industry. Prior to Paul Hastings, she launched strategic pricing functions at several law firms. She has written articles on pricing and is often asked to speak on pricing related topics. Purvi has served as a founding member of the P3 community (Pricing, Project Management, and Practice Innovation), which hosts an annual conference for law firm and corporate legal professionals. Purvi is also a Board Member and Fellow of the College of Law Practice Management.
Purvi holds an MBA from The Carroll School of Management at Boston College and an undergraduate degree in Finance and International Management from the Questrom School of Business at Boston University.
Director of Strategic Pricing & Analysis
Butler Snow LLP
Brad Antici serves as the Director of Strategic Pricing and Analysis at Butler Snow LLP, a law firm with 350+ attorneys and offices in the US, UK, Hong Kong, and Singapore. In his role, Brad helps establish policies and procedures related to the firm’s overall pricing strategy; directs the firm’s financial analysis function; educates and trains attorneys on pricing, profitability, and other financial theories and practices; assists attorneys with the negotiation, development, and execution of complex fee arrangements; approves pricing proposals for significant fee arrangements; reviews, monitors, evaluates and reports on all significant fee arrangements; directs the annual review of firm billing rates; works directly with CFO and CTO on financial and technology initiatives related to pricing and profitability; and assists the COO with assessment of strategic opportunities as they present themselves to the firm. Prior to joining Butler Snow, Brad was the Vice President of Investments at Parkway Properties, Inc. (NYSE: PKY), a publicly traded commercial office REIT. Brad has spent the majority of his career in roles that are centered on financial analysis.
Director, Pricing Analytics and Project Management
Covington & Burling
Natasha Edlow is the Director of Pricing Analytics & Project Management at Covington & Burling LLP, where she champions pricing and profitability best practices in the Corporate, Litigation and Regulatory practice areas. Her expertise includes strategic pricing, legal project management, complex data analytics, financial modeling, expense management and business development.
Natasha has demonstrated success in the legal and financial services, management consulting and pharmaceutical industries. Prior to joining Covington, she served as the Senior Legal Project Manager for Littler Mendelson’s CaseSmart initiative and as Director of Finance for Pharmaceutical Research of Manufacturers of America. Natasha began her career in General Electric’s prestigious Financial Management Program and as a Senior Financial Analyst with Merrill Lynch.
Natasha received her MBA from American Public University and received her Bachelor’s degree in Business Administration in Finance from the University of Memphis.
Director of Pricing and Legal Project Management
K&L Gates LLP
Bart Gabler is the Director of Pricing and Legal Project Management for K&L Gates. In this role, Bart collaborates with K&L Gates lawyers as well as senior firm management on developing, negotiating and implementing strategic pricing arrangements and client budgets. He also works directly with client service teams on pricing related issues, including helping to identify client business objectives, cost pressures, and pricing preferences.
Chief Strategy, Pricing & Legal Project Management Officer
Bree Johnson leads Robins Kaplan's pricing and legal project management (LPM) efforts with a focus on supporting implementation of the firm's strategic plan, pricing creative rate arrangements, monitoring budgets and leading large-matter management initiatives. Works collaboratively with clients and attorneys to efficiently and cost-effectively achieve client goals of increased value, insight and predictability while maintaining firm profitability.
Senior Director Revenue Management
Morgan Lewis & Bockius LLP
Jennifer Mapp serves as Senior Director, Revenue Management and leads the Revenue Management team in developing and implementing core processes and best practices in connection with revenue opportunities, such as the standard billing rate setting process. She works collaboratively with cross-functional departments to develop and improve technical solutions and tools for project management, matter management and evaluating client matter performance. Additionally, she institutes internal programs and materials on the foundations of project management, matter management and the business of law for attorneys and for professional staff.