LVN Spotlight: Hush Cott

Greg Lambert sits down with Hushmand Jonathan Cott , Chief Strategic Pricing Officer at Covington & Burling and member of LVN’s Programming Subcommittee. With a background in finance and technology, Hush has forged an unconventional path into legal pricing, redefining how legal services are valued. In this conversation, he shares his journey into legal pricing, explores the strategic partnerships and innovations reshaping the industry, and highlights the collaborative spirit of the LVN community. Tune in for his candid insights on the future of legal pricing.

Greg Lambert: Hey everyone, I'm Greg Lambert, the editor for the LVN newsletter, and this month we're shining our spotlight on Hush Cott, who leads pricing at Covington and Burling. Thank you very much for joining us today.

Hush Cott: My pleasure, Greg. I'm happy to be here.

Greg Lambert: So, tell us a little bit about your professional journey. I know very few people come right out of school and say, "I really want to lead pricing in a law firm." What's your backstory?

Hush Cott: Well, in school I studied business, finance, and information technology. I worked in consulting for a few years and then moved into traditional accounting and finance roles. Then, in early 2008, I was called into an interview at a law firm. I never thought I’d work for lawyers, but the person leading the interview was one of LVN’s own, Purvi Sanghvi. She was looking for someone to replace her before she went on maternity leave. I had big shoes to fill—everyone I met said that I had quite the act to follow. Purvi became an amazing mentor and taught me so much that I still benefit from today. I didn’t even know such a niche existed until I got into it, and I really enjoyed working with lawyers because the work was both interesting and dynamic. It allowed me to consolidate everything I had learned up to that point in my career. And that’s how I got here.

Greg Lambert: Great. So how did you end up at LVN? I know you've been with the organization for a while. How did you become involved, and what roles have you taken on behind the scenes?

Hush Cott: I see LVN as a community—a fantastic network of professionals. One of the things that surprised me about the legal industry, coming from a consulting and finance background, was just how connected everyone is and how generous people are with introductions. Purvi introduced me to colleagues like Toby, Chris, Andy, and Justin Ergler. They were all part of LVN, and each introduction led to more connections. Eventually, when Chris was co-chair of the conference a few years ago, he asked me to join him as co-chair. That was quite an honor and gave me much greater visibility within the LVN community. More recently, I’ve been serving on the programming subcommittee, which is terrific. Not only do I get a sneak peek at the cool content and proposals for upcoming presentations, but I also have the opportunity to work with some of the best minds in our industry and learn from them. That’s what makes LVN so much fun for me.

Greg Lambert: Excellent. As we often say, no good deed goes unpunished—connections can lead to extra work for LVN too! Thank you for all that you do. We're excited about the upcoming LVNX programming later this year. Now, let’s switch gears a little and talk about the industry. With technology—especially AI—constantly evolving, what do you see as the big challenge law firms and legal departments face when it comes to pricing legal services?

Hush Cott: The underlying themes remain largely the same: it’s about forging effective partnerships—whether that's within a law firm or between firms and legal departments. With the rise of AI and other innovations, there are more opportunities than ever for collaboration. However, the biggest challenge still tends to be communication—or rather, the lack of effective communication between law firms and in-house legal departments. For instance, just this week our lawyers struggled to negotiate an alternative fee arrangement for a large patent litigation matter. Thankfully, I know the legal operations person in-house—also a member of the LVN network—and we’ve been able to share insights and work through the issue together. This scenario is just one example of a broader trend. I truly believe that by leveraging partnerships—whether to implement new technologies like AI, improve communication, or manage budgets—we can overcome these challenges.

Greg Lambert: Great insights. Now, let’s take a moment away from work and LVN. What are some of the interests or hobbies you pursue outside of your professional life?

Hush Cott: My greatest passion outside of work is my wife, whom I met 26 years ago this month. She’s from Colombia, South America, and together we embarked on a wonderful adventure. Interestingly, the first law firm I worked for went out of business during the financial crisis, so we decided to do something different and moved to Colombia—specifically to my hometown of Medellín—for three years. The vibrant culture there keeps you on your toes and makes life incredibly interesting.

Greg Lambert: That sounds like an amazing experience. Finally, if you had to share one key takeaway from your time with the LVN community, what would it be?

Hush Cott: When I think of LVN, I often compare it to a high school reunion—in the best possible way. We’re all on this challenging journey together, working in firms where the job isn’t a cakewalk. Having a community that truly understands what you’ve been through, especially since I’ve been in this field since 2008—and many others have even longer tenures—is incredibly special. LVN isn’t just a professional network; it’s a network of friends.

Greg Lambert: It’s great to be at that reunion, sitting at the popular table! Thank you so much for letting us shine a spotlight on you this month, Hush Cott.

Hush Cott: Thank you, Greg. It’s my pleasure.