How Some Law Departments Are Winning Law Firm Rate Negotiations? (Presented by Above the Law)

Moderator, Bob Ambrogi | Above the Law

Robert J. Ambrogi is a distinguished lawyer, veteran legal journalist, and thought leader at the intersection of law, media, and technology. With more than two decades of experience covering legal innovation, technology trends, and the evolving practice of law, he is widely recognized for his influential commentary, analysis, and media contributions that help shape how the legal profession adapts to change. Ambrogi is publisher of the award-winning blog LawSites, a regular columnist for Above the Law and the ABA Journal, and host of the LawNext podcast, which spotlights leaders and innovators driving law’s future.

• Education & Credentials

Ambrogi earned his Juris Doctor from Boston College Law School in 1980 and holds a Bachelor of Arts in English and Journalism from the University of Massachusetts Amherst, graduating cum laude. He is a fellow of the College of Law Practice Management and has been admitted to practice law in Massachusetts and the U.S. Virgin Islands since the early 1980s.

• Recognition & Leadership

Ambrogi’s contributions to legal journalism and innovation have garnered significant recognition. In 2011, he was named to the inaugural Fastcase 50, honoring groundbreaking leaders in the legal field. In 2017, he received the Yankee Quill Award from the Academy of New England Journalists and was honored as a Legal Rebels Trailblazer by the ABA Journal. His early contributions to legal profession dialogue earned him the President’s Award from the Massachusetts Bar Association.

• Professional Involvement

An active member of the legal community, Ambrogi has served as past president and vice president of the Massachusetts Bar Foundation, and contributes regularly to industry conferences, podcasts, and panels on legal technology, ethics, and practice evolution. He is also Executive Director of the Massachusetts Newspaper Publishers Association, advancing First Amendment rights and freedom of the press.

• Experience

Before establishing his legal and media practice in Rockport, Massachusetts, Ambrogi held senior editorial roles—including Editor-in-Chief of The National Law Journal and editorial director for ALM’s Litigation Services Division—shaping national legal discourse. Earlier in his career, he was founding editor of Lawyers Weekly USA and editor-in-chief of Massachusetts Lawyers Weekly. In his legal practice, Ambrogi focuses on media and new media law, arbitration and mediation, and counseling media companies and professionals on legal, technology, and ethical issues. Through LawSites, his columns, and the LawNext podcast, he continues to inform and influence legal professionals worldwide on the intersection of law, technology, and innovation.

Maui Gevero, Senior Manager | Legal Advisory, Persuit

Maui Gevero is a legal pricing and analytics leader who partners with corporate legal departments to modernize outside counsel engagement and drive measurable value. As Senior Manager of Legal Advisory at PERSUIT, he advises global in-house teams on data-driven sourcing strategies, alternative fee arrangements, and market-based pricing solutions. Combining financial rigor with deep legal industry insight, Gevero helps organizations align legal spend with business outcomes while fostering innovation in legal procurement.

• Education & Credentials

Gevero’s professional foundation is rooted in finance, legal pricing, and compliance. His background reflects a blend of financial services expertise and sophisticated law firm pricing strategy, equipping him with a unique cross-disciplinary perspective on legal operations and value optimization.

• Recognition & Leadership

At PERSUIT, Gevero serves in a senior leadership role within the Legal Advisory team, guiding strategic initiatives that influence how major corporate legal departments evaluate and retain outside counsel. He has been selected as a featured speaker at industry events, including General Counsel Conference East, where he has shared insights on legal pricing trends, alternative fee structures, and the impact of AI and analytics on legal services delivery.

• Professional Involvement

Gevero is an active participant in the legal operations community and contributes to ongoing dialogue around innovation in legal procurement and value-based pricing. His engagement with corporate legal leaders, law firms, and industry organizations reflects a commitment to advancing transparency, efficiency, and strategic alignment in the legal marketplace.

• Experience

Prior to joining PERSUIT, Gevero was a Senior Financial Analyst on the pricing team at Latham & Watkins, where he led complex client pricing engagements and developed financial models supporting high-value matters and alternative fee portfolios. His work included advising partners and clients on strategic pricing structures and investment-based legal arrangements.

Earlier in his career, Gevero held roles at Goldman Sachs in compliance and asset management, where he developed a strong analytical foundation and gained experience navigating regulatory frameworks and sophisticated financial environments.

Through his work across global finance, Am Law 100 pricing, and legal technology advisory, Gevero has built a career focused on transforming how legal services are priced, purchased, and delivered.

Ken Callander, Founder | Value Strategies

Ken Callander is a nationally recognized legal pricing strategist and legal operations leader who advises corporate legal departments on transforming outside counsel relationships through value-based pricing. As Founder of Value Strategies, now part of UpLevel Ops, he works with general counsel and legal operations teams to move beyond traditional hourly billing and implement outcome-oriented fee arrangements that promote predictability, accountability, and stronger law firm partnerships. Drawing on executive experience in both law firms and global enterprises, Callander brings a practical, business-driven approach to legal spend management and performance alignment.

• Education & Credentials

Callander earned his degree in Physics from Stanford University, a foundation that informs his analytical and data-driven approach to pricing strategy. He is also a Certified Pricing Professional (CPP), underscoring his formal expertise in value-based pricing methodologies and financial strategy.

• Recognition & Leadership

Callander is widely regarded as a thought leader in the legal operations and pricing community. As Founder and Managing Principal of Value Strategies, he has guided major corporate legal departments in adopting structured outside counsel management programs centered on value and measurable outcomes. He is a frequent speaker and contributor at legal industry conferences and forums, where he shares insights on alternative fee arrangements, performance metrics, and the evolution of legal procurement. His leadership has helped shape industry dialogue around moving the legal market toward sustainable, value-based models.

• Professional Involvement

An active participant in the legal operations community, Callander regularly engages with industry organizations, corporate legal leaders, and law firm executives on best practices in pricing innovation and legal service delivery. He has contributed to conference programming and thought leadership initiatives focused on modernizing outside counsel relationships and advancing operational excellence within legal departments.

• Experience

Prior to founding Value Strategies, Callander served as Head of Legal Operations and Chief of Staff to the General Counsel at Uber, where he helped modernize the department and implement value-based fee arrangements at scale. Earlier, he held senior leadership roles at Davis Wright Tremaine and Hewlett Packard, building deep expertise in pricing, operations, and strategic growth.

Across corporate legal, law firm, and enterprise leadership roles, Callander has focused his career on aligning legal pricing with business value and strengthening data-driven client–law firm partnerships.

I. Reactive negotiation to proactive negotiation| 1:00pm – 1:20pm

This segment examines the shift from reactive rate pushback to proactive pricing strategies that shape outcomes before costs escalate. Leading legal departments are setting guardrails, benchmarks, and approval structures in advance rather than negotiating after the fact. Drawing on broad market data, the discussion highlights why traditional negotiations often produce higher total spend despite apparent “wins.” Attendees will learn how structured governance and data visibility create greater predictability, consistency, and control over outside counsel costs.

II. Which levers work in 2026 | 1:20pm – 1:40pm

This segment explores which negotiation and governance levers are delivering real impact in 2026 as rate dispersion widens and partner rates climb. The panel will examine practical tools such as standard-rate discipline, defined timekeeper roles, senior lawyer approvals, and staffing controls. Emphasis will be placed on how portfolio-wide visibility strengthens leverage and consistency across firms and geographies. Attendees will learn to distinguish cosmetic concessions from strategies that meaningfully influence long-term spend.

III. Practical roadmap for modernizing outside counsel management and improving cost control | 1:40pm – 2:00pm

The final segment delivers a practical roadmap for modernizing outside counsel management while preserving quality and strong firm relationships. It outlines how to implement structured pricing governance, scalable processes, and portfolio-level analytics. Participants will learn how to replace ad hoc negotiation with repeatable systems that produce predictable, defensible outcomes. This segment focuses on strengthening cost control while maintaining flexibility and collaboration.