LVNx 2025 Session Highlight: "Beyond the Math: Essential Skills to Price Legal Services in the AI Era"

Written by: Kylee Harris, Education Committee Member

A major theme that emerged from this session was the deep misalignment around what is actually being bought and sold in today’s AI-driven legal landscape. Both sides of the table are often speaking different languages. Firms struggle to clearly articulate the product they are providing, and clients frequently are not sure what they are purchasing. Without a shared understanding, it becomes difficult to define value in a meaningful way.

Closing this gap requires a closer look at what legal work truly represents for both the client and the firm. That begins with curiosity, asking thoughtful questions, interrogating assumptions, and clarifying expectations. Ambiguity almost always reduces a client’s willingness to invest, while clarity builds trust and confidence.

Strengthening these conversations also means strengthening relationships. Getting to know your in-house counterparts, whether on the legal or legal operations side, provides insight into their priorities, pressures, and decision-making processes. With that insight, firms are far better equipped to frame their work in terms that resonate and deliver value on both sides.

LVNx Session Description:

As AI reshapes how legal work is delivered, priced, and valued, pricing professionals must evolve beyond traditional cost-based models. This forward-looking session brings together buy-side and sell-side experts to explore the critical skills needed to succeed in the next phase of legal pricing. Attendees will gain a practical framework for pricing strategy in an AI-driven world—blending classical principles with emerging tools like behavioral economics, design thinking, and tech-enabled collaboration. Whether you're refining your pricing strategy or rethinking revenue models, this session will help you prepare for the legal market of tomorrow.

Key Takeaways:

• Understand why pricing strategy is becoming a competitive advantage in the AI era

• Learn essential skills beyond math—commercial awareness, creative thinking, and collaboration

• Explore frameworks that combine economic principles with modern innovation strategies

• Gain practical insights from professionals leading change in legal pricing and delivery

• Walk away with actionable ideas to elevate pricing performance and shape team development

LVNx 2025 Session Speakers:

• Aaron Boersma, Spend Innovation Lead, LegalOps+ at Ford Motor Company

• Keith Maziarek, Director of Pricing and Legal Project Management at Katten Muchin Rosenman LLP

• Jae Um, Co-Founder, Chief Growth Officer & Head of Knowledge at Lumio