Value

Procurement: Part 3 — Performance Measurement and Best Practices

Part three of a three-part series on how procurement impacts law firm selection. Procurement is as much about process as it is about results. And while cost control is an important factor,…

Procurement: Part 2 — Pricing

Part two of a three-part series on how procurement impacts law firm selection. Pricing is a major factor in the procurement process that enables clients and firms to find mutual advantages by…

How Pricing and Business Development Intersect

With much in common, it’s not surprise that pricing and business development cross paths. Pricing can be an unnerving topic leading to awkward conversations. For many people in the legal services field,…

The Lean Law Reckoning

If you thought the legal industry was competitive before, brace yourself for what happens next. Unless you’ve had your head stuck in the sand, it would be hard to ignore that this…

Adopting a Sales Mentality

Most law firms are late in adopting a sales mentality and need to get on with it fast. Other professional disciplines, such as accounting and consulting adopted a sales culture over 20 years…

Small Steps to Big Changes

Despite fear mongering about legal services, change doesn’t have to be drastic to be effective. Lawyer friends of mine, especially those at mid-size and large firms, say they are scared witless by the…

What In-House Counsel Really, Really Wants

Corporate counsel offer their external brethren helpful food for thought. Unless you’re clairvoyant, it can be tricky to learn what’s on the mind of in-house counsel. For lawyers seeking to earn and…

Building Trusted Client Partnerships: A Checklist

Proven ways to earn a reputation as a trusted advisor. By Julie Stauffer, Canadian Bar Association’s Practice Link, January 2010 For many lawyers it’s a familiar scenario. You’ve done good work for…

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