Ask lawyers how they define the value of what they do and most will struggle with a tangible definition. Concepts like results, responsiveness or just plain “good lawyering” may come up, but few can specifically define these terms.
Law Leaders Lab in partnership with Carol McAvoy Consulting embarked on a research project to put substance behind the definition of value through a series of interviews with General Counsel and chief financial officers whose responsibilities included hiring of outside counsel. We chose this audience because significant research exists about hiring decisions inside large organizations, but the views of this group of buyers are less defined. Download the report:
PART 1 — ROI Redefined: Relationships
Relationships are the cornerstone of any professional services business. But the way lawyers create and nurture relationships is changing. Learn the new rules of business development and what is really important to clients when it comes to building strong relationships.
PART 2 — ROI Redefined: Outcomes
While lawyers tend to work in the world of inputs — How much time? How complex? What work product? — clients think in terms of results: What is the answer? What decisions will I need to make? What information do I need to make the right decision? Learn more about what clients want from the work you do and how you can rethink the way you deliver value.
Clients increasingly tie the value of the work lawyers do to specific business impacts — investments, risk aversion, cost of doing business. In this final presentation, learn strategies for reframing conversations about value around client needs.