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.
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...a gift for every lawyer who wants to know what clients think when it's time to hire a firm. -- Peter Zeughauser, The Zeughauser Group
...an accurate picture of what matters to large consumers of legal services. -- John Liftin, Senior Vice President and General Counsel, Prudential Financial
A superb exploration of the behind-the-scenes decision making that goes into buying outside legal services. -- Jeff Kindler, President, Partner Brands, McDonald's Corporation
My strong recommendation: BUY IT AND STUDY IT. -- Chesterfield Smith, Senior Partner, Holland & Knight LLP
...an accurate picture of what matters to large consumers of legal services. -- John Liftin, Senior Vice President and General Counsel, Prudential Financial
A superb exploration of the behind-the-scenes decision making that goes into buying outside legal services. -- Jeff Kindler, President, Partner Brands, McDonald's Corporation
My strong recommendation: BUY IT AND STUDY IT. -- Chesterfield Smith, Senior Partner, Holland & Knight LLP
About the Author
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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17 of 20 people found the following review helpful:
5.0 out of 5 stars
An extraordinary insight into law firm marketing process,
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This review is from: Inside Outside: How Businesses Buy Legal Services (Paperback)
In a realm of law firm marketing literature that so often fails to understand the unique qualities of the legal profession and how lawyers relate to their markets, this book goes more deeply and intelligently into the mindset of corporations and how they purchase legal services. Where most marketing books go into the mechanics of the marketing process and miss the point about the subtleties of the process, Smith goes to the core of the process with a kind of sophistication rarely seen in law firm marketing literature. This book is essential to every law firm that wants to understand its markets and how people buy their services.
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