28 posts categorized "News"

May 20, 2013

Today’s publication of the third edition of the LPM Quick Reference Guide

The first two editions of my Legal Project Management Quick Reference Guide were purchased by firms with over 85,000 lawyers.  Today we are publishing the third edition, which adds over 100 pages of new tools and templates that law firms are using to increase client satisfaction, new business, and profitability.

Last February, I published Legal Project Management, Pricing, and Alternative Fee Arrangements to explain WHY firms are focusing on these new areas.  This 226-page Quick Reference Guide is a companion volume and is the only book that explains HOW to implement LPM.

A number of sections were written by 13 contributing authors, including lawyers that have been leading the LPM movement at such firms as Squire Sanders, Morgan Lewis, McDermott Will & Emery, and Valorem. The book also includes a complete list of the readings and assignments from our Certified Legal Project Manager® program.  Readers of this third edition can now complete much of this program on their own, without signing up for certification.

See the book’s description on our web page for reviews by noted experts a description of what’s new in the third edition, and a downloadable free excerpt.

April 23, 2013

Press release: Altman Weil and LegalBizDev announce new strategic alliance

NEWTOWN SQUARE, PA and BOSTON, MA,  April 23, 2013:  A new strategic alliance was announced today by Altman Weil, Inc., the leader in legal consulting since 1970, and LegalBizDev, the thought leader in training and advising lawyers on project management and business development.

The two consulting firms will remain independent entities, but will work side by side on selected client matters to provide solutions that fully integrate Altman Weil’s strategic advisory services with LegalBizDev’s tactical expertise. 

“Law firms face a dual challenge in 2013 – to deliver greater efficiency and value to current clients, and to win new clients in a contracting market.  LegalBizDev equips lawyers with practical tools and training to accomplish both,” said Altman Weil principal Thomas S. Clay.  “In our work with law firms, we often see a disconnect between strategic intention and bottom-line results.  LegalBizDev helps lawyers translate good strategy into effective action in these critically important areas.”

“The firms we work with increasingly ask us about the larger strategic implications of a more competitive legal marketplace,” said LegalBizDev founder and president, Jim Hassett, Ph.D.  “Should firms re-evaluate their overall marketing strategy?   Should lawyers be compensated for efficiency instead of for billing more hours?  How should practice group leaders manage these changes?  These are exactly the type of problems that Altman Weil has been solving for decades.  This new alliance will enable us to offer integrated services that align individual execution with firm-wide strategy.”

About Altman Weil, Inc.: For more than 40 years, Altman Weil (www.altmanweil.com) has been providing a broad range of strategic services to law firms and corporate law departments throughout the world.  The company has a deep understanding of how legal organizations work, and decades of experience working with lawyers to solve problems, enhance performance, and improve profitability.  Altman Weil provides advice on strategic planning, practice group management, client surveys and custom benchmarking, lawyer compensation systems, and more.

About LegalBizDev: Boston-based LegalBizDev (www.legalbizdev.com) helps law firms enhance client satisfaction and increase profitability by improving project management and business development. Since 1985, the company has offered award winning training, coaching, webinars, workshops, retreats, train the trainer programs, publications, and more.  Next month, LegalBizDev will publish the third edition of its Legal Project Management Quick Reference Guide, the most widely used reference in this rapidly growing field. The book was written by Hassett with 13 contributing authors and will feature dozens of tools and templates that law firms can use to increase efficiency, client satisfaction, value, and profitability.

 

April 02, 2013

Legal project management workshop in Chicago

On May 17, the Ark Group and Managing Partner magazine will present a “Legal Project Management Showcase and Workshop: Changing Behavior within the Firm” in Chicago.  When I chaired a similar event in New York two weeks ago, participants said:

“All of the speakers were excellent… with very different perspectives”

“I learned a great deal from their frank discussion about what had worked well at their firms and what had not worked well.  Also their frankness in the morning sessions set the tone for the small table discussions where people spoke very openly about challenges and things that had to be done to move forward at their respective firms.”

“This was a good panel – good diversity of viewpoints, and each of the panel members was willing to be candid about their experiences.”

There will be four panelists in Chicago, three of whom also spoke in New York:

Stuart Dodds, Director, Global Pricing and Legal Project Management, Baker & McKenzie

Albert Dotson, Partner, Bilzin Sumberg

Scott Kane, Partner, Squire Sanders

Mark Williamson, Principal, Gray Plant Mooty

All four firms are leaders in the LPM movement to increase efficiency and value to clients.  The panelists will compare notes about what has worked best, what hasn’t worked, and what they plan for the future. Near the end of the workshop, the audience will break into small groups to discuss unique challenges at their firms and to brainstorm the best way for each firm to make progress.

I will moderate the panel discussions, and some of the small group discussions will be led by LegalBizDev principals Mike Egnatchik and Steve Barrett.

One thing will be different from the March session.  Several audience members in New York asked for samples of tools and templates developed by the firms on the panel and by LegalBizDev, so that is what we will do in Chicago.  Sample tools and templates will not only be included in the workbook, but will also be discussed by panelists.

When I gave a speech at the beginning of the New York workshop, I said that if I were not already on this panel, I would have paid to attend the event.  It would have been worth every penny.  The workshop presented a rare opportunity to listen to partners in firms that are successfully implementing LPM brainstorm with each other about the nitty gritty details of exactly what is working and what isn’t.

If you plan to come to Chicago and are interested in alternative fees, you should also consider attending Ark’s Fourth Annual Alternative Fee Arrangements Forum which is in the same location the day before.  The speaker list is a who’s who of experts on the topic, including Fred Bartlit of Bartlit Beck, Mike Roster of the ACC Value Challenge Committee, Lisa Damon of Seyfarth Shaw, Paul Williams of Shook Hardy & Bacon, Richard Rosenblatt of Morgan Lewis and Pat Lamb of Valorem Law Group.  If you decide to attend both events, be sure to check the bottom of Ark’s registration form for a significant discount.

March 27, 2013

Managing outsourcing and eDiscovery (Part 2 of 2)

By Matt Hassett, Jim Hassett, and Mike Egnatchik

 

The oversight of outsourcers can be complex.

We will illustrate this with an example from eDiscovery, which includes outsourcing to a software team. Consider the eDiscovery technique of predictive coding. Unlike simpler forms of eDiscovery—such as keyword search, concept searching, and looking for clusters of similar document groups—in predictive coding attorneys train software algorithms to find the most relevant documents by using samples of documents called training sets. According to Predictive Coding for Dummies:

Training the predictive coding system is an iterative process that requires attorneys and their legal teams to evaluate the accuracy of the computer’s document prediction scores. If the accuracy of the computer-generated predictions is insufficient, additional training set documents are selected from the document population being considered. Multiple training sets are reviewed and coded until the required performance levels are achieved. Once the desired performance levels are achieved, decisions can be made about which documents to produce.

The great advantage of this approach is that attorneys will be able to explain the decisions made by the computer, since they worked to train the computer algorithms. This can satisfy the obligation of competent representation, so long as things are properly done. But there is always the danger that things will not be properly done. Predictive Coding for Dummies goes on to say:

Understanding how to use predictive coding tools properly is critical for several reasons. First, predictive coding is relatively new to the legal field and introduces additional complexity to the eDiscovery process. Second, many different predictive coding solutions are available on the market that vary in quality and approach. Third, even though predictive coding solutions can be difficult to use, clear instructions and training are often lacking, which can increase the risk of error. These and other factors have combined to create confusion about the proper methodology for using predictive coding tools.

The message is clear: A firm that uses predictive coding cannot rely on it as a black box that gives right answers at all times. Not all providers are equal. There must be a procurement process that evaluates and selects the best provider.

Competent representation includes understanding and monitoring the provider’s work. If that does not happen, the law firm may be at risk.

Due to the growth in outsourcing, in 2008 the ABA Standing Committee on Ethics and Professional Responsibility issued an opinion to provide ethical guidance to lawyers about how to outsource in a manner that is consistent with the profession’s core values.  State and local bar associations have also offered guidance in this area.

In August 2012, the ABA Commission on Ethics 20/20 concluded that outsourcing did not require changes to the Model Rules of Professional Conduct.  However, it did propose new Comments to identify the factors that lawyers need to consider when retaining outside lawyers (Model Rule 1.1) and non-lawyers (Model Rule 5.3) to assist on a client’s matter. The Commission also proposed a new sentence (for Comment 1 on Model Rule 5.5) to clarify that lawyers cannot engage in outsourcing if it would facilitate the unauthorized practice of law.

Like many obligations described in the Model Rules, these proposals were intended to be “rules of reason” and were not intended to preclude consideration of broader legal concerns, such as malpractice and tort liability. But they did reflect the fact that new trends in outsourcing place new demands on the supervising lawyers. A recent lawsuit has highlighted some of the potential risks of failing to manage outsourcers properly.

According to a report in the Wall Street Journal:

An increasingly contentious lawsuit by a former client against law firm McDermott Will & Emery LLP is putting a spotlight on the legal industry’s widespread use of itinerant “contract” attorneys who review documents for lower hourly wages… The case “may well be a harbinger,” said Jonathan M. Redgrave… There could be more disputes between clients and law firms over work performed by contract attorneys and outside vendors as they are used more in the pre-trial discovery process.

The Wall Street Journal also alluded to the underlying economics that are driving the move to outsourcing: “McDermott’s own attorneys billed J-M at ‘rates as high as $925 an hour’ [and paid]… $61 an hour to staffing firm Hudson Legal.” Hudson, in turn, hired the lawyers who did the work for even less.

According to Mark Ross’s description of this suit:

J-M Manufacturing alleges that McDermott failed to adequately supervise contract review attorneys who inadvertently produced privileged documents to the government. The documents were subsequently handed over to a third party who refused to destroy the documents, arguing that J-M waived attorney-client privilege when it produced them to the government.

McDermott has vigorously defended itself against these allegations. According to a firm spokesperson quoted in the Wall Street Journal article, “J-M keeps changing its story.”

Ultimately, the case may be decided for McDermott or against them. From our perspective, the way this particular lawsuit turns out is far less important than the simple fact that a client has sued its law firm for failing to adequately manage its outsourcers. As Ross summed it up, “While this may be the first e-discovery malpractice lawsuit specifically dealing with the issue of lack of supervision of contract lawyers, it surely won’t be the last.”

Firms that decide to use outsourcers will therefore need to develop effective management processes, policies, and techniques for this type of work.

 

This post was adapted from the forthcoming third edition of the Legal Project Management Quick Reference Guide, which will be published on May 20.

February 14, 2013

Announcing the publication of my new book

Press release

Boston, February 14, 2013: Today, LegalBizDev published the new book, Legal Project Management, Pricing, and Alternative Fee Arrangements: What Firms Are Doing, by Jim Hassett, Ph.D., the founder of LegalBizDev. 

Unlike any other book about legal project management (LPM), this 258-page volume relies heavily on interviews with partners at several dozen law firms across North America who have recently adopted LPM techniques. Much more than an introduction to the subject, this book contains reports from lawyers in the trenches who have used these techniques to plan their projects efficiently, develop budgets, price their legal work appropriately, and gain advantages over their competitors.

“This new book will help lawyers understand the theory and the practice of legal project management,” says Hassett. “Law firm partners will see how LPM can assist them on a day-to-day basis by building on the lessons that have been learned at large firms and at small ones.”

As Hassett points out early in the book, “The reason LPM is growing so rapidly is that it helps law firms meet client needs and their own needs.”

The key portions of the book are Chapters 3, 4, and 5. Chapter 3, “Eight key issues in LPM,” describes the fundamental concepts that lawyers must learn if they are to adapt successfully to the “new normal” relationship between large-firm lawyers and their corporate clients.

Chapter 4, “A variety of approaches to LPM,” gives brief accounts of the different ways nine law firms have begun to adopt the principles of legal project management. Chapter 5, “Case studies in behavior change,” describes how four additional firms have offered targeted training in LPM and changed their approaches to planning, budgeting, and managing their matters.

“I appreciated the casual conversational nature of the writing, along with the formality and detail of the citations to other sources. It is a nice mix that makes the text a quick read, but also a resource guide for more detailed research and study of the topics,” says Paul A. Williams, a partner at Shook Hardy & Bacon.

Says Kim Craig, director of the legal project management office at Seyfarth Shaw LLP, “Jim’s book is a true testament to the changing legal landscape supported by numerous case studies and facts representative of firms in various states of their LPM maturity. For an industry historically known for asking, ‘What is everyone else doing?’ this book answers that question and ignites a sense of urgency for lawyers and law firms to pay attention to the drum beat of the cultural transformation taking place within the legal industry.”

What is unique about this book, in addition to the case studies, is the way that Hassett integrates the latest thinking and research on the relationships between project management, pricing, and alternative fees.

Several hundred copies have already been pre-ordered by dozens of law firms before today’s publication date. 

The book is available now from LegalBizDev (info@legalbizdev.com, 800-49-TRAIN). An excerpt and an order form can be downloaded from: www.legalbizdev.com/projectmanagement/lpm-pricing-afas.html

A Kindle edition is available now on Amazon, and the printed book will also be available soon through Amazon and Barnes & Noble.

January 08, 2013

Workshops in New York and Chicago

On March 20, I will be leading a legal project management (LPM) showcase and workshop in New York for the Ark Group and Managing Partner magazine.  It’s called Changing behavior within the firm, and will focus on the experiences of four of our clients, two of whom were described in the case studies chapter in my new book, and two who weren’t:

Mark Williamson, Principal, Gray Plant Mooty

Joseph Morford, Managing Partner, Tucker Ellis LLP

Stuart Dodds, Director, Global Pricing and Legal Project Management, Baker & McKenzie

Albert Dotson, Partner, Bilzin Sumberg Baena Price & Axelrod LLP

All four firms are leaders in the movement to increase legal value and efficiency, and the  panelists will compare notes about what has worked best in their LPM programs, what hasn’t worked, and what they plan for the future.  Near the end of the workshop, everyone who attends the workshop will break into small groups to brainstorm the unique challenges at their firms, and the best way for each firm to make progress. 

A few years ago, when I surveyed AmLaw 100 decision makers about alternative fees, one confidentially told me that the topic was “like a junior high dance. There’s a lot more talking than dancing.”  The same could be said of LPM, and in my experience the number of firms that have actually succeeded in changing behavior is quite small.  This workshop provides a rare opportunity to talk with leaders from four firms in the very exclusive club of firms that are genuinely changing the way they do business to meet client needs.

If you are interested in this workshop, but you can’t be in New York on March 20, I will repeat the program on May 17 in Chicago with a slightly different panel.  When the Chicago program is formally announced, you will be one of the first to know.

And if you’re also interested in pricing, you may want to consider the workshop Ark is offering in the same NY location the day before (March 19) in which more than a dozen of the world’s leading experts will discuss Law Firm Pricing and Profitability.

July 18, 2012

The real cause of Dewey’s downfall: Optimism

Dewey-LeBoeuf-logo-large11I’ve been reading a lot lately about why Dewey LeBoeuf went out of business, how quickly they went from over $900 million in revenue to a Chapter 11 bankruptcy filing on May 28.

The most detailed account I’ve seen is the cover story in the current issue of the American Lawyer. Based on interviews with nearly three dozen former partners and staff, and detailed reviews of documents ranging from audited financial reports to the firm’s bond offering circular, they concluded that “Dewey’s death was the product of years of bad decisions, and of greed on the part of senior partners” (p. 49). 

The implication for lawyers at other large firms is “Don’t worry.”  It was just a few bad eggs.  This couldn’t happen to you.

I disagree.  This can and will happen to other large firms.

I have no reason to doubt the facts quoted in the American Lawyer, but I interpret them more simply.  Dewey failed because its leaders were too optimistic.  Their business decisions would not have led to bankruptcy a decade ago.  Bad decisions simply did not lead $900 million dollar firms to fail at a time when larger economic forces were pushing all large law firms up.

Ten years ago, there was a lot of room for error.  Now there isn’t. 

As Warren Buffet famously put it, “It's only when the tide goes out that you learn who's been swimming naked.”

Like Howrey, Thelen and Heller Ehrman before them, Dewey failed to adapt to a changing legal marketplace.  The specific causes were different for each of these large law firm failures, but the underlying reason was the same:  leaders were optimistic that the kinds of strategies that had worked in the past would continue to work in the future. 

When I went to my first legal conference seven years ago, I was stunned at the state of the legal profession.  In the 20 years before that, when my company developed training programs for Fortune 1000 companies, we had seen one industry after another squeezed and transformed by technology and competition.  In 2005, when I started this blog, it seemed that the forces of global change had hardly been felt at law firms.

In 2007, I wrote a post arguing that lawyers had become complacent because they were seduced by their own success.  As Bill Gates put it: "Success is a lousy teacher. It seduces smart people into thinking they can't lose."

You might think that the economic events of the last few years would have convinced most lawyers of the need to change.  Change has indeed begun, but I continue to be amazed by how slow it is.

If optimism was the cause of Dewey’s downfall, many lawyers would like to believe pessimism is the cure.  Lawyers are good at pessimism, and some are hoarding their clients and their revenue as a result.

But no one can succeed in business without optimism.  The cure is not pessimism, but a different type of optimism, adapted to the new normal.  Large corporations will always need lawyers to protect their interests.  But now many long term clients are looking for a different approach, in which firms provide more value.

As Indiana Law School Professor Bill Henderson put it in his thoughtful analysis of the Dewey bankruptcy:

To hold onto market share over the long term, Big Law is going to have to reallocate some of its profits and massive brain power toward the development of… products and services that focus on some combination of better, faster, cheaper, or more predictable.

In this new race, there will be winners and losers.  If you’d like to lose, refuse to spend time or money on changing lawyers’ behavior to meet client needs.  Better yet, form a committee to study how to change, and wait for them to agree on a final report.

But if you plan to win, you’re going to need to act fast, to take risks, to embrace innovation, and most of all to figure out how to meet client needs.  The clock is ticking.

Part 2 of our series on Gray Plant Mooty’s approach to legal project management will appear next week on Wednesday, July 25.

March 20, 2012

Free webinar on business development

On Thursday April 19 at 1 PM Eastern, Jim Hassett will be offering a free webinar on “How to Develop New Business in an Uncertain Economy” with Ian Nelson, VP of Business Development and Marketing at the Practical Law Company. For details and a sign-up form, click here.

 

January 18, 2012

Announcing my new book on legal business development

The second edition of my Legal Business Development Quick Reference Guide is being published today.

Lbd-qrg-front-cover-graphicLike my Legal Project Management Quick Reference Guide, the book is designed for the needs of the busy attorney.  A lawyer need not read it from start to finish but can open it nearly anywhere and find useful business development ideas that are relevant to his or her practice.

This new book will help you develop business more efficiently by focusing on the activities that are most likely to produce immediate and practical results for your practice, your personality and your schedule.

Part 1 of the book describes the “Top ten ways to increase results from your limited marketing time” including prioritize relentlessly, start with current clients, listen, and plan advances.

Part 2 is organized alphabetically to make it easy for you to find exactly the information you need, just when you need it. It includes tools and checklists for everything from the best ways to increase client satisfaction to a list of 67 questions to get a conversation going. It also summarizes marketing experts’ latest thinking on such key topics as alternative fees, defensive marketing, and social networking. 

“This Quick Reference Guide is just what busy attorneys need – a well-organized, well-thought out roadmap to business development actions that are easy to implement. The content is organized to give information on demand, so that professionals can easily find tips and techniques when they need them,” says Despina Kartson, chief marketing officer of Latham & Watkins.

According to Mark T. Greene, chief business development officer of Waller Lansden: “Jim’s Guide is concise and clear, and every section is worth reading. Best of all, it serves as a great reference. When someone new to my team needs to learn about an aspect of legal business development, I point them to a section of Jim’s Guide.”

This second edition updates and combines material from two books which have been used by thousands of lawyers:  the LegalBizDev Desk Reference and Legal Business Development: A Step by Step Guide.

The price is $79.95 plus shipping ($10 in the US, $30 outside the US), with volume discounts of up to 50 percent on orders of multiple copies. The book can be ordered now by email (sales@legalbizdev.com), by phone (800-498-7246), by fax (917-386-2733), or by mail (LegalBizDev, 225 Franklin Street, 26th floor, Boston, MA 02110).  An excerpt from the book and an order form can be downloaded from our web page

November 23, 2011

Legal Pricing, Risk, and My Brother

Matt_hassettI have had a number of conversations lately with clients about how to price alternative fee arrangements while controlling risk, and with my brother Matt about his work as a mathematician addressing similar problems in other industries, including helping to set prices for mortgage backed securities and medicare supplement insurance.  I recently convinced Matt to join LegalBizDev to help us develop new workshops and consulting programs in this area.  Today’s post on pricing is the first of many we will write together.

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