Relationships 3.0: The “Idea Relationship” era

In Relationships 3.0: The “Idea Relationship” Era Mike O’Horo argues the “sales funnel” has been replaced by the “buyer journey,” a conversation that is increasingly on the buyer’s terms.

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At the bleeding edge of law

At the bleeding edge of law is contributed by two who’ve been there and done that, David Perla and Sanjay Kamlani. The pair is known for co-founding Pangea3, an LPO pioneer, in 2004 and successfully exiting in 2012.  

In this post, they explain why they believe the long aversion to leveraging capital in law is changing fast.

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Clients and BigLaw firms don’t see eye-to-eye on innovation

Clients and BigLaw firms don’t see eye-to-eye on innovation is based on my reflection following a recent social media exchange about BigLaw firms and innovation.

Some argued there was plenty of good innovation happening in BigLaw land, but not much was visible to outsiders. Others held BigLaw firms are innovation laggards, with many doomed to slow decline as a consequence. Both offered surveys and anecdotes to support their case

What does the evidence say?

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Why lawyers must escape the gravitational pull of specialisation

Ken Grady argues why lawyers must escape the gravitational pull of specialisation. And he does so convincingly in this post.  

In his argument, Ken cites evidence of why ‘expert-generalist’ or ‘T-shaped’ people innovate more successfully than those with a narrow focus. In the case of legal services, Ken suggests this is because lawyers have become super-specialized over the last four or five decades.

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Remaking news of the week: Shruti Ajitsaria

In today’s Remaking news of the week, Ed Andrews talks with the remarkable Shruti Ajitsaria, head of Fuse, the Allen & Overy incubator I featured on The Dialogue in May.

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To build a BigLaw sales force, start small

‘To build a BigLaw sales force, start small’ is a thoughtful piece from John Grimley, one of our long-time Contributors to The Dialogue. John critiques and elaborates on an article in The American Lawyer by longtime Chief Marketing Officer for K&L Gates Jeffrey Berardi.

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