Business
Mike Milazzo is Kelley Drye’s Director of Strategic Pricing and is focused on delivering solutions to enhance overall client value and drive bottom-line performance for the firm.With over 12 years of pricing experience, Mike works with the firm’s Executive Director, Chief Financial Officer, and senior firm management on strategic and operational initiatives related to pricing, project management, and process improvement. He consults with partners to develop appropriate pricing strategies and collaborates with clients and legal operations professionals to drive the development of creative pricing solutions to meet client needs and business objectives. Mike serves on the firm’s Client Value and Innovation Committee, is an accredited legal pricing professional (ALPP), and an active member of the True Value Partnering Institute organization – Law Firm Pricing Cohort. KEY TAKEAWAYSStart with Empathy: Lawyers should be having human conversations with their clients. To develop genuinely symbiotic relationships means hurting when their clients are hurting.Understanding Client Needs: Sometimes you must sift through the weeds to understand your client's true needs. Delivering Value. Clients are going to find value in firms that can help them anticipate what’s going to happen next.