Managing Partners on Change: Clients Don’t Ask, Partners Resist

Managing Partners on Change: Clients Don’t Ask, Partners Resist by D. Casey Flaherty is the first of a pair of posts on the challenge of effecting deep change in BigLaw model law firms. In Remaking Law Firms: Why & How we devoted the capstone chapter to this crucial subject. D. Casey Flaherty’s evidence-based insights are highly pertinent.

Why 82% of clients choose more expensive firms

‘Why 82% of clients choose more expensive firms’ written by Paul Hugh-Jones, my partner, explains a crucial piece of  empirical evidence about the buying behaviour of clients of larger law firms. Paul writes: “When beaton presents our beatonbenchmarks™ reports, the section about why clients appoint a more expensive law firm often gets the most attention, challenge and interest.

Of course, this doesn’t mean that 82% of corporate clients always choose a more expensive law firm, but it does mean that they are open to selecting firms based on demonstrated value rather than price.

Straight talk between corporate clients and their law firms: Inaction has consequences

Profit, delusion and the BigLaw obsession

His K&L Gates provenance and the way our guest contributor began his article in Legal Business caught my eye. Tony Griffiths’ piece was titled “…on profit, delusion and how Big Law became obsessed with the wrong things”. With his permission, we quote Tony and reinvigorate the debate on the dangerous obsession with law firm league tables.

Unless You Ask

Unless You Ask: A Guide For Law Departments To Get More From External Relationships is a terrific (and free) vade mecum for general counsel – to use a good old-fashioned expression with a contemporary flavour.

Author D. Casey Flaherty opens, “Given that clients are already voting with their wallets and their feet, ‘clients aren’t asking for it’ might not be the best guide to action.” Whether you are a GC or a BigLaw practitioner, read why Casey titled his book Unless You Ask – and learn from a pathfinder.

Missing Headline – Law Firms Tackle Client Disaffection

Missing Headline: Law Firms Tackle Client Disaffection is written by Mark Cohen and was originally published on May 19th, 2016 on the LegalMosaic blog. It is reproduced on Dialogue, the Remaking Law Firms: Why & How blog with Mark’s permission.