Insights

Expert Analysis

• How Associates Can Use AI To Gain A Biz Development Edge

  Junior lawyers can harness artificial intelligence to identify where they are gaining traction with clients and build a data-driven business development foundation long before conversations about partnership track begin, says Tigist Kassahun at Vinson & Elkins.

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  RFP Reset: Standardize Pricing Requests

  To keep up with rising legal costs amid an industry overhaul fueled by artificial intelligence, legal departments can make outside counsel requests for proposal more defensible and cost-effective by making pricing requests uniform, requiring comparable fee templates and evaluating staffing assumptions, says Colin Levy at Malbek.

• Making Legal Cents: Create Marketing Clients Find Useful

  The law firm marketing efforts with the best return on investment are things that actively provide value to potential clients: practical business guidance, uncluttered proposals that anticipate their questions and opportunities to participate in curated industry conversations, says Shireen Hilal at Maior Strategic Consulting.

• The AI Ownership Question Firms Can't Afford To Skip

  The artificial intelligence conversation among law firm leaders has advanced from adoption to governance and business impact, but it hasn’t resolved who maintains ownership and operational responsibility, which should be determined by the range of functions that AI touches, says Jennifer Johnson at Calibrate.

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  Biz Development Tip Of The Month: Practice Authenticity

  Attorneys who demonstrate who they truly are and what they stand for by sharing the human impact of their results, earning the media's trust by providing accessible analysis, and providing hands-on aid to their communities can build stronger reputations than any advertising budget can buy, says Ray DeLorenzi at RebuttalPR.

• Legal Marketing Conference Highlights Pivotal Time For Firms

  The Legal Marketing Association's recent annual conference underscored how advances in artificial intelligence and shifting client expectations are causing law firms to evolve into more structured, data-driven businesses that place greater emphasis on strategy, implementation and measurable results, say Maria Aronson and Gina Rubel at Furia Rubel.

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  Biz Development Tip Of The Month: Build Relationship Habits

  Meaningful relationships are foundational to business development, and they can be deliberately fostered through a set of habits for authentically, intentionally and consistently connecting with clients and colleagues — starting with people you already know and like, says Matthew Moran at V&E.

• In-House Leaders Can Turn Contract Data Into Growth Insight

  A company's contracts contain final, negotiated commercial commitments that reveal important growth, revenue and strategy insights, but for organizations that aren’t making two key structural changes, the information tends to remain within the legal department — untranslated and unused, says Shimane Smith at NerdWallet.

• PE's Path In UK Legal Market Offers Playbook For US Firms

  The U.K. offers 14 years' worth of data on private equity's involvement in the legal market, demonstrating for U.S. firms what worked, what didn’t and why, and illustrating several lessons about operational readiness, cultural fit and timing, says Tom Lenfestey at The Law Practice Exchange.

• 8 Mistakes That Derail Law Firms' Sector Strategies

  When firms attempt to deliberately organize their expertise, client relationships, business development, and thought leadership around specific industry verticals – sometimes called industry sector programs – several missteps commonly arise, but with discipline and alignment any firm can successfully grab market share, say Heidi Gardner at Harvard Law School and David Harvey at Harvey Global Consulting.

• Making Legal Cents: A Strategic Plan For Lateral Partner Hires

  Firms of all sizes are accelerating lateral hiring of experienced partners because investing in senior expertise can pay off big — but for such an investment to work, firms need a disciplined strategy for vetting candidates, supporting their integration, and ensuring they'll generate real returns, says Shireen Hilal at Maior Strategic Consulting.

• 5 Firm Structure Changes To Adequately Address Atty Burnout

  While wellness programs, flexible schedules and mental health resources are meaningful steps toward addressing burnout in the legal industry, a more effective approach must involve a redesign of law firm incentive structures, says retired attorney Jason Ward.

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  Biz Development Tip Of The Month: Be An Industry Expert

  Although taking the time to fully invest in a client and its industry is a big ask, it is well worth it for attorneys to understand the pressures, trends and constraints of a client's industry in order to build enduring business relationships, says Nonnie Shivers at Ogletree.

• How Clients Can Make The Most Of Law Firm Partner Moves

  Outside counsel’s lateral career moves can create uncertainty and disruption for companies, but if managed strategically, in-house legal teams can leverage partner mobility for more complete service, better pricing and stronger relationships with their law firms, says Theodore Edelman at GCE Advisors.

• The Augmented Lawyer: Countering 4 AI Efficiency Myths

  Perceived efficiency gains from artificial intelligence can create unsustainable workload expectations for in-house legal departments, so general counsel must proactively educate executives, reframe assumptions and tie legal judgment to business outcomes, say Karineh Khachatourian at KXT Law and Catie Cambridge at Docsum.