THOUGHT LEADERSHIP

Grey Round Patterns

"OFF THE CLOCK" PODCAST

Some of the best ideas are generated through casual conversations struck up after a long day of conference programming at the post-event happy hour, after the workday is done and we are all “off the clock.” Given that the content of these chats often revolves around ideas for moving the legal industry off of the billable hour, the title is even more apropos.

WITH YOUR HOST, CHAD MAIN

Attorney and the founder of Percipient, a technology enabled legal service provider. 

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BROWSE:

 

ARTICLES

Article

Moving past buzzwords: 5 ways for law firms to build better client relationships

03.23.2021

Relationships between law firms and their clients are too often thought of just in terms of buzzwords. Win-win outcomes, or sharing business risk, or investing in the relationship — and these are just a few of the phrases heard when it comes to improving long-term client relationships.

But what does all of this really mean? How do we move past buzz words and identify those factors that truly promote a successful, long-term relationship between a law firm and its client?

Article

JD Supra: Harnessing the Power of a Collaborative Legal Ecosystem with Keith Maziarek

02.24.2021

In this episode of On Record PR, JD Supra speaks with Keith Maziarek, Director of Pricing and Legal Project Management at Katten Muchin Rosenman LLP and an Officer and Board Member of the Legal Value Network about LVN and the evolution of legal pricing and project management.

Article

Law 360: Legal Ops, Firm Staff Clash On Legal Innovation, Survey Finds

02.09.2021

The Blickstein Group's latest survey, produced with the Legal Value Network found that 83% of law firm pricing and project management professionals believe they are leveraging technology to deliver legal services more efficiently and in a cost-effective manner, compared to 53% of in-house law department operations workers. The Blickstein Group polled 70 law firm workers and weighed the results against another recent survey it conducted with 108 legal department operations professionals.

Article

Business Insider: Law firms and their clients aren't seeing
eye to eye on pricing and tech use, a
new survey shows. Here's how they can
bridge that gap.

2.08.2021

There's a significant gap between how law firms and their corporate clients perceive key
issues that can fundamentally impact business relations, finds a survey on legal pricing
and project management.

Article

Law.Com: A Gap Persists Between Law Firm Pricing Staff and In-House Legal Ops Teams

2.08.2021

While a gap persists between law firm pricing and in-house legal ops professionals, there are substantial opportunities to bridge the divide, say the authors of the new Legal Value Network's Legal Pricing and Practice Management Survey.

Article

AmLaw 100 firm, Foley utilizes BigHand’s legal financial insight solutions to drive matter management and first-class client service

01.13.2021

BigHand published a case study from Am Law 100 firm, Foley & Lardner, which is utilizing both Quantum and Evaluate to drive better matter management and first-class client service. In a quote from LVN member, Jon Lindrus, Manager of Pricing & Analysis, he commented on the study by saying: “Providing outstanding client service and value is a key part of Foley’s proposition. We aim to challenge the traditional law firm standards of opaque pricing, and give our clients transparency over matter budgets. Law firms often talk about offering more transparency and value-based pricing, but rarely have the technology in place to make it a reality.” Check out the study.

Article

LW 360: Law Firm Billing Tips For Avoiding An Irate Client

11.30.2020

In this article, learn best practices on for your law firm's billing practices.

Article

Are Legal Pricing and Legal Project Management becoming victims of their own success?

11.16.2020

Rob Stote, Director Client Solutions at BigHand recently moderated "a fascinating discussion" on the evolution of the pricing professional and the use of technology for matter pricing and legal project management (LPM). The panel discussion, hosted by the Legal Value Network, brought together a matter pricing and LPM experts from three separate firms to discuss, in broad terms, what the state of legal pricing and project management looked like, the evolution of those roles within a firm, and what part technology plays within the overall process. Here are the takeaways from that discussion.

Article

Nasdaq Article: Elusive Innovation: What it Means and How to Capture it

10.28.2020

A predominant narrative in legal industry conversations is that while the rest of the business world evolves at warp speed, law firms steadfastly refuse to change – and unless they begin to innovate, they’re in danger of being overtaken by new delivery models.

Article

A Very COVID-19 Year-end (2020)

9.24.2020

Purvi Sanghvi and Michael Byrd share their perspective on pricing, value and billing rates, year-end collects and market demand in this COVID-19 yea-end.

Article

Bloomberg Law: When Billable Hours Are Scarce, Partners Get to Work First

8.13.2020

Roy Strom takes a look at why partners rush in to bill time when the economy takes a hit and how the Big Law marketplace seems to run contrary - or is it - to basic business principles.

Article

Bloomberg Law: Law Firms Push to Get Bills Out, See More IOUs During Covid-19

6.17.2020

In this article Bloomberg Law explores how law firms looking to weather the Covid-19 economic storm are throwing some cash-strapped clients a lifeline while trying to avoid steep discounts and pushing to ensure that bills go out on time.

Article

Law Firm Pricing Approaches in Challenging Times

6.3.2020

Pricing lessons from the previous global financial crisis little more than a decade ago are still extremely pertinent today for those of us in the legal sector. In this article, Stuart Dodds provides concrete steps to help you more easily navigate those potentially tricky pricing conversations you are — or should be — having with your clients now, while ensuring a more sustainable and profitable future in the longer-term.

Article

Law Firm Billing in a Crisis: Beware the Optics of Discounts

5.28.2020

We are in a period right now where many clients, perhaps more than even during the Great Recession, are experiencing acute cash flow issues. As a consequence, law firms are feeling a distinct tightening. In this article, Bill Josten spoke with several advisory board members for the Legal Value Network (LVN) "who are some of the most experienced law firm pricing strategists in the industry" about firms offering discounts at a time like this, and whether there may be better options to bolster law firm cash flow

Article

Billing Conversations with Clients During the COVID-19 Crisis

5.13.2020

“Our revenue is significantly down. How can you help us through this time?” This is an example of the types of questions facing every outside counsel during this new COVID-19 reality. While the level of loss varies depending on the industry, clients are almost all struggling with revenue decline and looking to outside counsel for help.

Article

Clients Are Eager For Discounts As Pandemic Rages On

4.21.2020

This Law360 article about Legal Value Network explores how more clients are looking for ways to reduce the cost of their outside counsel as the world grapples with the economic consequences of the COVID-19 pandemic.

Article

The Professional’s Guide to Pricing

3.16.2020

Natwest Business (January 2019). In this expert Q&A with Positive Pricing’s Stuart Dodds. Stuart Dodds, former director of pricing and legal project management at Baker McKenzie, is principal and co-founder of Positive Pricing, a firm that trains and advises professional services on how to create greater value for their clients and achieve better financial outcomes for themselves. Here, he discusses some of the current pricing pressures faced by professional service firms today.

Article

Legal Value Network Launch Highlights Growing Collaboration Among Business of Law Professionals

3.12.2020

This Legal Executive Institute reports that the founders of the Legal Marketing Association’s P3® Conference recently launched the Legal Value Network (LVN) to connect professionals from law firms, corporate legal departments, alternative legal service providers, and technology providers. The goal, as LVN states, is to bring together those who are “focused on designing, building, and implementing the foundations of a more contemporary and commercially-sound model of legal service delivery.”

Article

General Counsel Are Thinking About Economic Downturn but Not Making Radical Changes Yet

12.23.2019

As more reports surface that an economic downturn is coming, in-house counsel are going to be paying more attention to how the business is doing. Statistics show that general counsel are worried about some kind of economic downturn in the next year, however, those who work with in-house counsel say day-to-day operations aren’t changing just yet.

Article

The State of Legal Pricing

10.22.2019

This article looks at the current state of legal pricing. It examines what functions pricing people serve and how they can further expand their roles.

Article

Clients Benefit from Law Firm Expense Growth

8.8.2019

Reviewing law firm direct and indirect cost growth trend data trends from the last 10 years or so reveals a relatively stable market equilibrium growth for both cost driver categories. Given the obsessive attention to cost reduction strategies that began as a result of the economic crisis of 2008, it would appear that the reflected levels hovering around the 3% mark can be interpreted to mean that firms have found an effective strategy for capital deployment that enables them to maintain the requisite service quality levels clients expect. However, this number contradicts a common refrain from clients that law firms' expenses grow too much, and should not exceed the US national inflation rate. Here we explore the unanticipated negative implications clients would experience if suppressed expense growth to the often-cited national inflation level of 2%. The true solution to this problem is not cutting costs, but rather collaborating to define priorities, agree on strategy and optimize service delivery.

Article

Outside Counsel Guidelines Update

3.22.2019

This is an update on the evolution of OCGs. As OCGs have become more commonplace and have expanded in their coverage, from billing guidelines to broad engagement documents, they are having a bigger impact on the practice and business of law. In addition to digging into the content of OCGs, the article looks at emerging (or lack of) technologies to support how firms manage the intake, review and approval of OCGs by law firms.

Article

Using AI for Time-Entry Analytics to Support Pricing Functions

3.15.2019

Law firm time data exists in various states of disarray, but there is great potential in the analytical value of this information if it can be structured and harnessed to yield meaningful qualitative and quantitative pictures of how each workflow or deliverable was staffed and executed. Once this code is cracked, the utility of the insights gained cannot be exaggerated. This piece explores how time entry data analysis is being approached and enabled by technology vendors in the space. My goal was to illustrate the different approaches--structuring data at the capture phase or processing and making sense of unstructured data post-capture. There are many angles to this topic, but hopefully this provides a practical exploration of at least the fundamental concepts related to the topic.

Article

Working in Pricing? According to these experts, you need data

3.1.2019

Clearly, pricing is one of the hot topics in legal practice right now. And with good reason. After all, clients are increasingly demanding fee arrangements instead of hourly billing. With this comes the danger that a poor fee quote could lead to big write offs at a later stage. Play it too safe however, and you aren’t likely to win the bid for the work. So how can legal professionals navigate these complex waters? Well, data and communication according to the experts. Here’s what we learned from all these recent pricing chats.

Article

What’s Happening with Litigation Funding

1.22.2019

This article explores how litigation finance/funding has evolved. There is a lot more competition and providers are shifting to fund different opportunities, such as portfolios of litigation and AR. We should expect this competition to increase and for funders to continue to expand their offerings.

Article

Budgets as Conversational Touchstones

10.5.2018

Transparency and collaboration are obvious keys to strong and smooth relationships between inside and outside counsel. Less obvious is the role budgets can play in facilitating such relationships. Here, Jared Applegate of Barnes & Thornburg and Justin Ergler of GlaxoSmithKline share best practices on using budgets as a conversational tool to build better relationships.

Article

‘Under the Hammer’, Briefing, p9

6.1.2018

In this short article, a number of key tips when participating in a law department eAuction are discussed.

Article

Voice of the Client: Justin Ergler, Dir of Alternative Fee Intelligence & Analytics, GlaxoSmithKline

5.4.2017

The Legal Marketing Association is committed to delivering “the voice of the client” to help members influence and lead change to better serve your clients. As part of that commitment, the LMA Board of Directors invites a client representative to each of our quarterly 2017 Board meetings to share their perspectives. At our March Board meeting, we were joined by Justin Ergler, director of alternative fee intelligence and analytics at GlaxoSmithKline (GSK) and a member of the Board of Directors of Buying Legal Council.

Article

What Fare is Fair? - Awarded the 2017 Robert P. Wilkins Award for Best Feature Article by the ABA Law Practice Division

2.1.2017

"Law Practice Magazine", American Bar Association | Approximately 10 years into the legal industry business management renaissance, this article details contemporary themes in strategic pricing of legal services, and outlines the dynamics at play in client/firm fee negotiations and bidding exercises. Both basic and more complex concepts are covered, with the hope that the article will offer something for readers of all levels of sophistication.

Article

Seeking the Holy Grail of Task-Based Data Analytics

8.3.2016

The Task-Based Data Analytics initiative — a project that stems from the ACC Legal Operations Metrics & Analytics Interest Group — seeks to find the Holy Grail for companies and law firms who are using VBF arrangements — that is, being able to confidently predict the cost and value of engagements so as to ensure that the agreed fee will be fair to both the company and the firm, without resorting to shadow invoices based on the inefficient hourly-rate billing system.

Article

Procurement and legal – a perfect storm

2016 Summer

The relationship between in-house legal and procurement has too often been far from productive. GC finds out how getting everyone on the same page can generate new efficiencies and a more effective method of purchasing legal services.

Article

Being Involved: A Case Study on Creating Client Value

6.13.2014

The involvement of pricing directors in the client conversation has added a positive layer of direct contact when it comes to the client relationship. As clients are boosting up their legal operations functions with business people to guide in-house counsel, they are seeking similar counterparts within law firms. Having a link between business functions helps move along processes (such as billing and rates negotiations) while allowing the legal operations team to talk with someone that “speaks the same language.”

BLOGS

Blog

A Look at Client-Side AI-Powered Legal Spend Analytics Tools

7.23.2020

This post by Prism Legal explores how more and more clients are now relying on very sophisticated, often AI-powered analytics tools—from both startups and legacy providers—to better understand and benchmark their legal spend. Most of these tools provide real-time monitoring and better information for setting budgets, alternative fees and negotiating with outside counsel. Some go a step further and leverage anonymized data to provide detailed benchmarks. Clients who use these tools are often ahead of their firms in understanding what legal work can—and should—cost.

Blog

Navigating law firm pricing strategies in uncertain times: Nurture client relationships while mitigating firm risk

5.18.2020

Never before has the need to have seasoned pricing professionals in place been more critical than it is now. Judging by the discussion that took place at the Intapp Pricing Leaders Exchange Forum, it’s clear that we collectively could not be more ready and able to build and secure a strong pricing foundation for the uncertain times ahead. See what LVN Board Member, Stuart Dodds has to say on this topic!

Blog

The Fallacy of In-House Savings

11.25.2019

This post looks at how clients are comparing the cost of in-house lawyers versus paying market billing rates. The thesis is that most of these comparisons are not really apples-to-apples comparisons, as the internal numbers leave out a lot of costs and benefits that come from outside counsel lawyers.

Blog

Zach Talks: Conversation with Justin Ergler on BLB

2019

A discussion with Justin Ergler on a variety of topics related to value-based pricing and change in the legal industry, hosted by Zach Abramowitz.

Blog

Economies of Scale for Law Firms

4.3.2019

This post touches on how firms actually gain an advantage through their size. By being bigger they are able to make more and better investments in their infrastructure.

Blog

Law Firm Innovation: The Newest BS Phrase

11.18.2018

This post takes some shots at how firms are investing in innovation and suggests a more practical approach.

Blog

Is Your Job Safe

11.16.2018

This post suggests that the only way to keep your job safe is to embrace change.

Blog

The Law Firm COO of the Future

2.27.2018

This guest post explores how the role of the COO within law firms must and should change. As the needs of firms are shifting, COO roles will need to move their emphasis from cost control to a revenue and profit focus.

Blog

The Rise of Legal Operations

10.14.2017

This post covers how legal operations roles are growing and expanding.

 

ARTICLES

Article

Moving past buzzwords: 5 ways for law firms to build better client relationships

03.23.2021

Relationships between law firms and their clients are too often thought of just in terms of buzzwords. Win-win outcomes, or sharing business risk, or investing in the relationship — and these are just a few of the phrases heard when it comes to improving long-term client relationships.

But what does all of this really mean? How do we move past buzz words and identify those factors that truly promote a successful, long-term relationship between a law firm and its client?

Article

JD Supra: Harnessing the Power of a Collaborative Legal Ecosystem with Keith Maziarek

02.24.2021

In this episode of On Record PR, JD Supra speaks with Keith Maziarek, Director of Pricing and Legal Project Management at Katten Muchin Rosenman LLP and an Officer and Board Member of the Legal Value Network about LVN and the evolution of legal pricing and project management.

Article

Law 360: Legal Ops, Firm Staff Clash On Legal Innovation, Survey Finds

02.09.2021

The Blickstein Group's latest survey, produced with the Legal Value Network found that 83% of law firm pricing and project management professionals believe they are leveraging technology to deliver legal services more efficiently and in a cost-effective manner, compared to 53% of in-house law department operations workers. The Blickstein Group polled 70 law firm workers and weighed the results against another recent survey it conducted with 108 legal department operations professionals.

Article

Business Insider: Law firms and their clients aren't seeing
eye to eye on pricing and tech use, a
new survey shows. Here's how they can
bridge that gap.

2.08.2021

There's a significant gap between how law firms and their corporate clients perceive key
issues that can fundamentally impact business relations, finds a survey on legal pricing
and project management.

Article

Law.Com: A Gap Persists Between Law Firm Pricing Staff and In-House Legal Ops Teams

2.08.2021

While a gap persists between law firm pricing and in-house legal ops professionals, there are substantial opportunities to bridge the divide, say the authors of the new Legal Value Network's Legal Pricing and Practice Management Survey.

Article

AmLaw 100 firm, Foley utilizes BigHand’s legal financial insight solutions to drive matter management and first-class client service

01.13.2021

BigHand published a case study from Am Law 100 firm, Foley & Lardner, which is utilizing both Quantum and Evaluate to drive better matter management and first-class client service. In a quote from LVN member, Jon Lindrus, Manager of Pricing & Analysis, he commented on the study by saying: “Providing outstanding client service and value is a key part of Foley’s proposition. We aim to challenge the traditional law firm standards of opaque pricing, and give our clients transparency over matter budgets. Law firms often talk about offering more transparency and value-based pricing, but rarely have the technology in place to make it a reality.” Check out the study.

Article

LW 360: Law Firm Billing Tips For Avoiding An Irate Client

11.30.2020

In this article, learn best practices on for your law firm's billing practices.

Article

Are Legal Pricing and Legal Project Management becoming victims of their own success?

11.16.2020

Rob Stote, Director Client Solutions at BigHand recently moderated "a fascinating discussion" on the evolution of the pricing professional and the use of technology for matter pricing and legal project management (LPM). The panel discussion, hosted by the Legal Value Network, brought together a matter pricing and LPM experts from three separate firms to discuss, in broad terms, what the state of legal pricing and project management looked like, the evolution of those roles within a firm, and what part technology plays within the overall process. Here are the takeaways from that discussion.

Article

Nasdaq Article: Elusive Innovation: What it Means and How to Capture it

10.28.2020

A predominant narrative in legal industry conversations is that while the rest of the business world evolves at warp speed, law firms steadfastly refuse to change – and unless they begin to innovate, they’re in danger of being overtaken by new delivery models.

Article

A Very COVID-19 Year-end (2020)

9.24.2020

Purvi Sanghvi and Michael Byrd share their perspective on pricing, value and billing rates, year-end collects and market demand in this COVID-19 yea-end.

Article

Bloomberg Law: When Billable Hours Are Scarce, Partners Get to Work First

8.13.2020

Roy Strom takes a look at why partners rush in to bill time when the economy takes a hit and how the Big Law marketplace seems to run contrary - or is it - to basic business principles.

Article

Bloomberg Law: Law Firms Push to Get Bills Out, See More IOUs During Covid-19

6.17.2020

In this article Bloomberg Law explores how law firms looking to weather the Covid-19 economic storm are throwing some cash-strapped clients a lifeline while trying to avoid steep discounts and pushing to ensure that bills go out on time.

Article

Law Firm Pricing Approaches in Challenging Times

6.3.2020

Pricing lessons from the previous global financial crisis little more than a decade ago are still extremely pertinent today for those of us in the legal sector. In this article, Stuart Dodds provides concrete steps to help you more easily navigate those potentially tricky pricing conversations you are — or should be — having with your clients now, while ensuring a more sustainable and profitable future in the longer-term.

Article

Law Firm Billing in a Crisis: Beware the Optics of Discounts

5.28.2020

We are in a period right now where many clients, perhaps more than even during the Great Recession, are experiencing acute cash flow issues. As a consequence, law firms are feeling a distinct tightening. In this article, Bill Josten spoke with several advisory board members for the Legal Value Network (LVN) "who are some of the most experienced law firm pricing strategists in the industry" about firms offering discounts at a time like this, and whether there may be better options to bolster law firm cash flow

Article

Billing Conversations with Clients During the COVID-19 Crisis

5.13.2020

“Our revenue is significantly down. How can you help us through this time?” This is an example of the types of questions facing every outside counsel during this new COVID-19 reality. While the level of loss varies depending on the industry, clients are almost all struggling with revenue decline and looking to outside counsel for help.

Article

Clients Are Eager For Discounts As Pandemic Rages On

4.21.2020

This Law360 article about Legal Value Network explores how more clients are looking for ways to reduce the cost of their outside counsel as the world grapples with the economic consequences of the COVID-19 pandemic.

Article

The Professional’s Guide to Pricing

3.16.2020

Natwest Business (January 2019). In this expert Q&A with Positive Pricing’s Stuart Dodds. Stuart Dodds, former director of pricing and legal project management at Baker McKenzie, is principal and co-founder of Positive Pricing, a firm that trains and advises professional services on how to create greater value for their clients and achieve better financial outcomes for themselves. Here, he discusses some of the current pricing pressures faced by professional service firms today.

Article

Legal Value Network Launch Highlights Growing Collaboration Among Business of Law Professionals

3.12.2020

This Legal Executive Institute reports that the founders of the Legal Marketing Association’s P3® Conference recently launched the Legal Value Network (LVN) to connect professionals from law firms, corporate legal departments, alternative legal service providers, and technology providers. The goal, as LVN states, is to bring together those who are “focused on designing, building, and implementing the foundations of a more contemporary and commercially-sound model of legal service delivery.”

Article

General Counsel Are Thinking About Economic Downturn but Not Making Radical Changes Yet

12.23.2019

As more reports surface that an economic downturn is coming, in-house counsel are going to be paying more attention to how the business is doing. Statistics show that general counsel are worried about some kind of economic downturn in the next year, however, those who work with in-house counsel say day-to-day operations aren’t changing just yet.

Article

The State of Legal Pricing

10.22.2019

This article looks at the current state of legal pricing. It examines what functions pricing people serve and how they can further expand their roles.

Article

Clients Benefit from Law Firm Expense Growth

8.8.2019

Reviewing law firm direct and indirect cost growth trend data trends from the last 10 years or so reveals a relatively stable market equilibrium growth for both cost driver categories. Given the obsessive attention to cost reduction strategies that began as a result of the economic crisis of 2008, it would appear that the reflected levels hovering around the 3% mark can be interpreted to mean that firms have found an effective strategy for capital deployment that enables them to maintain the requisite service quality levels clients expect. However, this number contradicts a common refrain from clients that law firms' expenses grow too much, and should not exceed the US national inflation rate. Here we explore the unanticipated negative implications clients would experience if suppressed expense growth to the often-cited national inflation level of 2%. The true solution to this problem is not cutting costs, but rather collaborating to define priorities, agree on strategy and optimize service delivery.

Article

Outside Counsel Guidelines Update

3.22.2019

This is an update on the evolution of OCGs. As OCGs have become more commonplace and have expanded in their coverage, from billing guidelines to broad engagement documents, they are having a bigger impact on the practice and business of law. In addition to digging into the content of OCGs, the article looks at emerging (or lack of) technologies to support how firms manage the intake, review and approval of OCGs by law firms.

Article

Using AI for Time-Entry Analytics to Support Pricing Functions

3.15.2019

Law firm time data exists in various states of disarray, but there is great potential in the analytical value of this information if it can be structured and harnessed to yield meaningful qualitative and quantitative pictures of how each workflow or deliverable was staffed and executed. Once this code is cracked, the utility of the insights gained cannot be exaggerated. This piece explores how time entry data analysis is being approached and enabled by technology vendors in the space. My goal was to illustrate the different approaches--structuring data at the capture phase or processing and making sense of unstructured data post-capture. There are many angles to this topic, but hopefully this provides a practical exploration of at least the fundamental concepts related to the topic.

Article

Working in Pricing? According to these experts, you need data

3.1.2019

Clearly, pricing is one of the hot topics in legal practice right now. And with good reason. After all, clients are increasingly demanding fee arrangements instead of hourly billing. With this comes the danger that a poor fee quote could lead to big write offs at a later stage. Play it too safe however, and you aren’t likely to win the bid for the work. So how can legal professionals navigate these complex waters? Well, data and communication according to the experts. Here’s what we learned from all these recent pricing chats.

Article

What’s Happening with Litigation Funding

1.22.2019

This article explores how litigation finance/funding has evolved. There is a lot more competition and providers are shifting to fund different opportunities, such as portfolios of litigation and AR. We should expect this competition to increase and for funders to continue to expand their offerings.

Article

Budgets as Conversational Touchstones

10.5.2018

Transparency and collaboration are obvious keys to strong and smooth relationships between inside and outside counsel. Less obvious is the role budgets can play in facilitating such relationships. Here, Jared Applegate of Barnes & Thornburg and Justin Ergler of GlaxoSmithKline share best practices on using budgets as a conversational tool to build better relationships.

Article

‘Under the Hammer’, Briefing, p9

6.1.2018

In this short article, a number of key tips when participating in a law department eAuction are discussed.

Article

Voice of the Client: Justin Ergler, Dir of Alternative Fee Intelligence & Analytics, GlaxoSmithKline

5.4.2017

The Legal Marketing Association is committed to delivering “the voice of the client” to help members influence and lead change to better serve your clients. As part of that commitment, the LMA Board of Directors invites a client representative to each of our quarterly 2017 Board meetings to share their perspectives. At our March Board meeting, we were joined by Justin Ergler, director of alternative fee intelligence and analytics at GlaxoSmithKline (GSK) and a member of the Board of Directors of Buying Legal Council.

Article

What Fare is Fair? - Awarded the 2017 Robert P. Wilkins Award for Best Feature Article by the ABA Law Practice Division

2.1.2017

"Law Practice Magazine", American Bar Association | Approximately 10 years into the legal industry business management renaissance, this article details contemporary themes in strategic pricing of legal services, and outlines the dynamics at play in client/firm fee negotiations and bidding exercises. Both basic and more complex concepts are covered, with the hope that the article will offer something for readers of all levels of sophistication.

Article

Seeking the Holy Grail of Task-Based Data Analytics

8.3.2016

The Task-Based Data Analytics initiative — a project that stems from the ACC Legal Operations Metrics & Analytics Interest Group — seeks to find the Holy Grail for companies and law firms who are using VBF arrangements — that is, being able to confidently predict the cost and value of engagements so as to ensure that the agreed fee will be fair to both the company and the firm, without resorting to shadow invoices based on the inefficient hourly-rate billing system.

Article

Procurement and legal – a perfect storm

2016 Summer

The relationship between in-house legal and procurement has too often been far from productive. GC finds out how getting everyone on the same page can generate new efficiencies and a more effective method of purchasing legal services.

Article

Being Involved: A Case Study on Creating Client Value

6.13.2014

The involvement of pricing directors in the client conversation has added a positive layer of direct contact when it comes to the client relationship. As clients are boosting up their legal operations functions with business people to guide in-house counsel, they are seeking similar counterparts within law firms. Having a link between business functions helps move along processes (such as billing and rates negotiations) while allowing the legal operations team to talk with someone that “speaks the same language.”

MULTIMEDIA

 

PUBLICATIONS

Publication

The Mechanics of Law Firm Profitability

11.1.2016

Ark Group | LVN Co-Founder authored Chapter 2 in this book, entitled, "The 'every dollar is a good dollar'” fallacy – The difference between good and bad revenue". This chapter details the destructive effects of chasing revenue for revenue's sake, while ignoring the important considerations that profitability can bring to making pricing and client acquisition decisions. A common phenomenon in the contemporary legal services sector, the chapter illustrates the common symptoms of this practice, and provides guidance on how to position a practice or firm to simultaneously optimize their margins and the value delivered to clients through their provision of services.

Publication

Smarter Pricing, Smarter Pricing (2nd Ed.)

1.1.2020

The original book (published in 2014) has been comprehensively revised and updated the original material so this book is applicable to the state of the legal market in mid-2019 and beyond. Smarter Pricing, Smarter Profit’s 2nd edition (published in January 2020) provides an easy-to-read “roadmap” that guides the reader through the steps to improving their law firm’s existing pricing and legal project management capability, as well as the overall profit contribution of the function.

 

VIDEOS

Video

Toby Brown – 2015 P3 Conference Keynote (Part 1)

6.15.2015

LMA's P3 – The Practice Innovation Conference kicked off with a TED-style talk from Toby Brown on the future of the 3 Ps (pricing, project management and process improvement) and Legal Services.

Video

Profitable Delivery in the Face of Uncertainty

5.18.2020

In the face of challenging economic times, firms have historically adapted using alternative business practices not just to meet near-term client needs but also to fundamentally reinvent the way they work. Today, finance and operations professionals enjoy increased access to data and more sophisticated technology than ever before, which enables them to drive firmwide transformations for long-term profitable delivery.

Join Toby Brown, LVN Board member and Chief Practice Management Officer at Perkins Coie, and Chris Kraft, General Manager of Operations and Finance at Intapp, to learn how, in challenging times like these, a truly connected firm can enhance outcomes, by:

1) Learning from this period of deep crisis to adapt and drive lasting, positive change,
2) Recognizing that prioritizing client needs doesn’t mean sacrificing profitability, and
3) Advocating effectively for a change agenda across the entire firm.

Video

Pricing for Profitability: Moving the needle on the pricing maturity model

3.30.2020

The discipline of pricing is ever-growing – an integral component of the business of law that can materially impact law firms — especially if used proactively. Importantly, pricing data can offer firm leaders a window into matter, client, and overall firm profitability. So why are lawyers still often reactive when it comes to pricing? Watch the webinar recording with Jill Nelson, Senior Director of OnePlace for Finance from Intapp and special guest Toby Brown, Chief Practice Management Officer from Perkins Coie for a discussion about where profitability, technology, and function converge to help pricing and legal practice management teams to provide firmwide scale, increase profitability, improve operations, and effectively harness data and information.

Video

Rolling Out LPM Software at Akin Gump

12.19.2013

Toby Brown, Director of Strategic Pricing and Analytics at Akin Gump Strauss Hauer & Feld, talks with Bloomberg Law's Lee Pacchia about the challenges of implementing a pricing strategy at a large law firm and the recent efforts to utilize Legal Process Management software.