Inside Outside: How Businesses Buy Legal Services

Overview

This analysis of how and why businesses buy outside legal services provides useful insights for businesses and law firms alike. In-house legal buyers at both Fortune 100 and new economy companies provide concrete examples of how some businesses have successfully and creatively restructured their in-house legal departments and their relationships with outside law firms. Included are many examples of firms that have successfully developed business and an examination of why other law firms fail at this important ...
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Overview

This analysis of how and why businesses buy outside legal services provides useful insights for businesses and law firms alike. In-house legal buyers at both Fortune 100 and new economy companies provide concrete examples of how some businesses have successfully and creatively restructured their in-house legal departments and their relationships with outside law firms. Included are many examples of firms that have successfully developed business and an examination of why other law firms fail at this important task. The subtle nuances that affect legal buying decisions and the impact of corporate globalization, law firm mergers, and the advent of multidisciplinary practice groups are also explored.

Author Biography: Larry Smith is a principal of Levick Strategic Communications and the author of The Business of Law. He lives in North Bergen, New Jersey.

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Editorial Reviews

Jeff Kindler
A superb exploration of the behind-the-scenes decision-making that goes into buying outside legal services. Attorneys in both law firms and corporate law departments will find this book a revelation.
President, Partner Brands, McDonald's Corporation
John Liftin
This book should be called 'What Inside Counsel Want.' Smith has gotten past the buzzwords and has drawn an accurate picture of what matters to large consumers of legal services. I wish all our law firms would read it.
Senior Vice President and General Counsel, Prudential Financial
Chesterfield Smith
A comprehensive analysis of the most important current developments in the delivery of legal services by large law firms . . . My strong recommendation: BUY IT AND STUDY IT
Senior Partner, Holland & Knight LLP
Peter Zeughauser
Smith's insights are a gift for every lawyer who wants to know what clients really think when it comes time to hire a firm.
The Zeughauser Group
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Product Details

  • ISBN-13: 9780970597052
  • Publisher: ALM Publishing/ALM Inc.
  • Publication date: 1/1/2002
  • Pages: 400
  • Product dimensions: 6.00 (w) x 9.00 (h) x 1.03 (d)

Meet the Author

Larry Smith
Larry Smith

SMITH Magazine founding editor Larry Smith has worked as an editor at Men's Journal, ESPN: The Magazine, and Might. His writing has appeared in the New York Times, the Los Angeles Times, Popular Science, on Salon.com, and many other places. Larry lives in New York City

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Table of Contents

Preface
Ch. 1 How Buyers of Legal Services Think Today: Global Response to a Millennial Study 1
Ch. 2 Solving the Global Puzzle: Are Yesterday's Megafirms Tomorrow's Answer? 63
Ch. 3 Law Firm Networks: For the Right In-House Buyers, a Persistent National and Global Solution 85
Ch. 4 Value Selling: How Law Firm Marketing Helps Legal Services Buyers 111
Ch. 5 The Extracurricular Equation: How Lawyers Who Solve Non-Legal Problems May Revolutionize the Legal Profession 133
Ch. 6 Law Firm Accountability: A Review of State-of-Art Budgeting and Case Management Oversight 151
Ch. 7 "Convergence": The Decade's Dominant Inside/Outside Event 171
Ch. 8 How GE's In-House Revolution Changed an Inside/Outside Dynamic 213
Ch. 9 Beyond Convergence: How Law Department Culture Affects Corporate Legal Purchasing 237
Ch. 10 "Next Economy" Legal Buyers: What Fortune 500 High-Tech Corporations Expect from Outside Counsel 285
Ch. 11 Sharks and Little Fish: How New Economy Companies Hire Outside Counsel 311
Ch. 12 Woman to Woman: Does Gender-Based Marketing Work for Both Sides? 335
Ch. 13 Consultants: How They Help Law Departments Run Themselves, Hire Law Firms, and Manage Relationships 355
Postscript: The Final Victory? 375
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