LVN Spotlight: Michael Goulet

Greg Lambert sits down with Michael Goulet, Director of Pricing and Project Management at Brown Rudnick and an active member of LVN’s Education Committee. With a unique background that spans retail, food service, and corporate finance, Michael reveals how his early experiences outside the legal world laid the foundation for his dynamic career in legal pricing. In this conversation, he explains how transitioning from industries like supermarkets and Panera Bread has shaped his approach to pricing litigation, offering practical insights on leveraging data and communication. Discover Michael’s fresh perspective on overcoming industry challenges and pioneering innovative strategies in legal pricing and project management.

Greg Lambert: Hey everyone, I’m Greg Lambert, the editor of the LVN newsletter, and this month our spotlight is on Michael Goulet, Director of Pricing and Project Management at Brown Rudnick. Michael, thanks for joining us and letting us shine the spotlight on you.

Michael Goulet: Thank you, I appreciate you having me.

Greg Lambert: We brought you on because of your role in LVN’s Education Committee, but let’s start with the bigger picture. Most people don’t plan to enter legal pricing and project management when they head to college, so what drew you into this area?

Michael Goulet: Honestly, my journey began in finance. I spent many years in FP& A, mostly outside the legal field, in industries like supermarkets and later at Panera Bread. At Panera, I focused on food cost and even supported the marketing team, which required understanding complex cost structures. That experience is surprisingly similar to pricing litigation, where you have to analyze various factors to determine costs. Despite what some attorneys might say about legal work not being commoditized, a large enough data set reveals consistent patterns for accurate estimates.

Greg Lambert: So, what excites you most about your role at Brown Rudnick, where you combine analytic strategy with client service?

Michael Goulet: I spent over a decade in big law at WilmerHale, and coming to Brown Rudnick has been a refreshing change. Although it's smaller in scale, the firm’s commitment to becoming a world-class pricing organization is energizing. Pricing here isn’t just a support function; it’s a profit center that drives tangible value.

Greg Lambert: It seems pricing is crucial for firms of all sizes, not just the big players.

Michael Goulet: Exactly. In small and medium-sized firms, even one or two pricing professionals can have a significant impact by implementing best practices that might otherwise be overlooked.

Greg Lambert: How did you first get involved with the Legal Value Network, and what led you to join the Education Committee?

Michael Goulet: I go way back to the early days of the P3 Conference. I’ve always loved networking and learning from my peers about what their firms are doing. Pricing traditionally sits within finance, but I've learned it's also a vital communication tool, selling ideas to partners and clients alike. LVN has given me that platform, and joining the Education Committee was a natural step to further those conversations.

Greg Lambert: What kind of work are you doing on the Education Committee right now?

Michael Goulet: We’re currently developing an early-year webinar that explores the different challenges and approaches in pricing between large and small law firms. It’s about comparing experiences and sharing strategies so that everyone can benefit from the collective knowledge of the community.

Greg Lambert: From your perspective, what’s a major challenge firms still face when implementing pricing strategies?

Michael Goulet: A big challenge is gaining partner buy-in. Many partners believe that if revenue is coming in, pricing isn’t a critical issue. But it’s really about profitability, ensuring that the revenue you keep truly covers costs. Using data and proper tools is essential to demonstrate this effectively.

Greg Lambert: How does LVN support professionals in tackling these challenges?

Michael Goulet: I always encourage reaching out within the network. Whether it’s at a conference or on LinkedIn, connecting with peers who have faced similar challenges can be incredibly valuable. LVN is a vibrant community that fosters discussion, sharing of best practices, and mutual support.

Greg Lambert: When you’re not knee-deep in spreadsheets and analytics, what do you do to recharge?

Michael Goulet: I enjoy reading, especially history. I find it fascinating to delve into the details of the past. I also love spending time with my wife and kids, exploring new restaurants, and taking advantage of New England’s beautiful water and mountains.

Greg Lambert: Michael Goulet, Director of Pricing and Project Management at Brown Rudnick, thanks for letting us shine the spotlight on you this month.

Michael Goulet: Thank you, Greg. I really appreciate it.