I have been invited by the Legal Marketing Association (LMA) for an encore presentation to my November 2017 webinar “Delivering Value, a Client’s Perspective.” It will be exciting to join so many elite law firm pricing and legal project management professionals gathering in Chicago for LMA’s 6th annual P3 – Practice Innovation Conference.
While I recently transitioned from managing a legal department’s outside counsel engagement team to consulting at Elevate, my presentation theme at P3 will offer a client’s perspective on law firms and their delivery of high-value services and effective competition tactics. My plan is to speak to the audience in the same manner that I would have spoken if they visited me as a client asking for insights on how best to develop the relationship and grow the practice.
The title is a little cheeky– “Value This: A Client Perspective.” Here are a few of the basic questions that will drive presentation’s dialogue:
- Relationships, do they still matter in a world defined by RFPs?
- Legal project management, competitive advantage or table stakes?
- Alternative fee arrangements, do you still care?
- Rates, why is this so painful?
The law firms who engaged with me in this conversation in the recent past have found my frankness helpful, and I believe P3 attendees will find it equally beneficial.
I look forward to seeing you all in Chicago on May 16 at 11 a.m. in the Pacific Ballroom.