Category Archive for: Uncategorized

Reason #1 Why Clients Don’t Trust Their Lawyers

Use of associates for document review It’s time for lawyers to get out of the business of document review. Gone are the days where you can use inexperienced associates for document review. Not only are they too expensive, they simply don’t get it right. Document review accounts for 73% of all e-discovery costs and your…

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Reason #2 Why Clients Don’t Trust Their Lawyers

Failure to take data security seriously In 2014, the New York Times reported that a growing number of big corporate clients were demanding that their law firms take more steps to guard against online intrusions that could compromise sensitive information. However, for many years, corporations have required service providers to undergo rigorous security assessments. This…

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Reason #3: Why Clients Don’t Trust Their Lawyers

Inefficient Case Management Time is our most valuable commodity and lawyers, even those that bill by the hour, need to learn how to manage their time more effectively. It is no secret that clients perceive the billable model hour as something that promotes inefficiency. The burden of proof is on you to overcome that perception.…

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View From In-House: Breakout Opportunities Take Time to Develop

By Josh Beser, in-house counsel This is the third of a series of posts on law firm business development from the perspective of in-house counsel. Josh is an associate general counsel and serves as an adviser to Law Leaders Lab, leading our 5 Coffee Challenge initiative.  [I]ncremental changes, taken together, can be extraordinary… Relationships are…

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View From In-House: Build Relationships Without Expecations

By Josh Beser, in-house counsel This is the second of a series of posts on law firm business development from the perspective of in-house counsel. Josh is an associate general counsel and serves as an adviser to Law Leaders Lab, leading our 5 Coffee Challenge initiative.  Learning to give first can be tough, and learning…

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The Value Framework: Putting it into action

by Debra Baker In 1964, U.S. Supreme Court Justice Potter Stewart said he couldn’t define pornography but “knew what it was when he saw it.” Something similar can be said today about the concept of value in legal services. Ask lawyers how they define the value of what they do and most will struggle with…

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The Value Framework Part 5: Comparative Value – Lawyers v. Other Alternatives

by Debra Baker In addition to comparing the value of one lawyer to another, buyers of legal services are also looking outside the traditional law firm to find ways to address legal challenges in cost effective ways. Three alternatives to law firms include:      – Legal technology service providers      – Non-law firm business consultants…

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The Value Framework Part 4: Comparative Value – Law Firm v. Law Firm

by Debra Baker Value is not measured in isolation. Buyers of legal services have many choices when it comes to addressing their legal needs, so value will always be a comparative measure. Lawyers often think they compete against other attorneys who come from firms that are similar to their own. In today’s legal market, that…

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The Value Framework Part 1: Relationships

by Debra Baker Relationships are the cornerstone of any professional services business. But the traditional ways lawyers build relationships are changing. Excellent legal service, responsiveness and knowledge of a client’s business – once considered “value adds” to building strong relationships – are now considered a requirement for getting business. Meanwhile, “Trusted Advisor” relationships – a…

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The Impact of the Ultra-Profitables on the Law Firm Competitive Landscape

When it comes to law firm strategy, there is nothing lawyers like more than non-fee sensitive work. But with the exception of corporate investigations and tax-disputes, this coveted slice of the legal market pie is not much more than a sliver, and everyone wants a bite. There was a time when most of the AmLaw…

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