“an insiders guide to getting the best value from your legal advisers …..” how to manage your...
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“an insiders guide to getting the best value from your legal advisers …..”
How to manage your legal advisers
Roger Bull
Marcus Harling
Partners – Burges Salmon LLP
How to manage your legal advisers
It will not always look like this
How to manage your legal advisers
Introduction
Choosing the right adviser
Getting value
Managing your adviser
Added value
Instructing your advisers
Getting the team dynamic right
Client Relationship Management
Budgets & Pricing
Using KPIs
Being a good client
How to manage your legal advisers
1 Choosing the right adviser
Panels/ Tenders
Frameworks
Managing call offs
EU Procurement
Match the selection to the requirement
How to manage your legal advisers
1 Choosing the right adviser
About understanding your needs and matching them with the right answers.
How to manage your legal advisers
1 Choosing the right adviser
Institutional strategy
Business plans
Avoiding mismatch of expectations
How to manage your legal advisers
2 Getting value
Complex or important projects – relationship/ team driven
Commoditised work – value driven
How to manage your legal advisers
2 Getting value
Time/ Quality/ Price equation
How to avoid increased costs
How to manage your legal advisers
3 Added value
Loyalty – flows two ways …
Encourage adding value – not just one way
Encourage team working/building
Help the adviser understand the client’s internal operating environment
Establish effective communications protocols
Less stick – more carrot?
Control and optimise relationship
Help us to help you
How to manage your legal advisers
4 Managing your advisers
Advice need to be:
- Practical
- Easily understood
- Relevant
- Commercially aware
- Cost effective
- Tailored to the client audience
How to manage your legal advisers
4 Managing your advisers
Become an intelligent customer, manage proactively and challenge your advisers
Manage efficiently
Be open to challenge
Use lawyers skills in wider project team
How to instruct your advisers
How to manage your legal advisers
5 Instructing your advisers
How to manage your legal advisers
5 Instructing your advisers
Precise instructions lead to precise advice
Do not expect certainty when there is none
How to manage your legal advisers
6 The right team dynamic
Personalities
Seniority
Cost
Knowledge
Skills
Location
Flexibility
How to manage your legal advisers
7 Client relationship management (“CRM”) What is CRM?
Influence the design
Meetings
Feedback and reporting
KPI’s
In the pipeline
Billing
Value added services
How to manage your legal advisers
8 Legal Budgeting
Preparation of annual budgets
Financial Reporting
No surprises
Risk sharing
Going shopping
- Cost
- Item
- Delivery
How to manage your legal advisers
8 Legal Services – Pricing
Hourly rate
Fixed fee
Capped fee
Retainer
Contingent
Success/abortion fees
How to manage your legal advisers
9 Key Performance Indicators
Success and failure
Realistic
Record/monitor
Review meetings
Meaningful/meaningless
Consequences
Be gentle
Talk to each other
How to manage your legal advisers
9 Key Performance Indicators
Examples
- Acknowledgment
- Understanding
- Fee estimate
- Deadlines/response times
- Updates
- Quality
- Team
How to manage your legal advisers
10 Being a good client
Relationships
Deadlines
CRM input
Feedback
Thanks
Payment!
How to manage your legal advisers
10 Being a good client
Loyalty – two way
Encourage added value
Help us to help you
Less stick – more carrot
Mutual benefits all round
How to manage your legal advisersThis presentation gives general information only and is not intended to be an exhaustive statement of the law. Although we have taken care over the information, you should not rely on it as legal advice. We do not accept any liability to anyone who does rely on its content.