GCs use "firm relationships" as an excuse to not introduce data and transparency into their firm sourcing.  They're making a big mistake.
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Kill Bill – Newsletter

Hi there,

 

Want to know the most common excuse I hear to bringing data and transparency (not to mention a bit of healthy competition) to legal sourcing?

 

“It will ruin our law firm relationships” and…

 

“Our lawyers operate on the basis of strong relationships with our firms. We know who we like.” 

 

The problem with this kind of thinking is: 

 

(1) It’s not true (you can hear it from the source in our upcoming webinar with Shell’s legal ops).

 

(2) When “excuse” focused GCs overly rely on personal relationships — rather than data or objective measures — in selecting which law firms for which matters, or allow their teams to do so, they introduce a new kind of risk that I don’t think many of them are thinking about. 

 

Because they and their teams take those firm relationships with them...

 

To their next position. To retirement. To the grave. 

 

As a result, GCs who are stuck doing things the “old way” and keep their firm relationships to themselves — and allow their team to do the same — risk their team’s ability to manage risk when they move on and take those relationships with them.

 

At best, it’s lazy. 

 

At worst, it’s leaving their in-house team and the entire organisation at a serious disadvantage.

 

So GCs. 

 

What kind of legacy are you leaving? 

 

Good leaders help ensure their people, teams (current and future), and organisations are equipped to survive and thrive beyond them. 

 

The rest, if they’re lucky, are forgettable. 

 

Too harsh? I don’t think so… but feel free to let me know if you think I am.



 

Cheers,

 

Jim Delkousis

-Jim Delkousis

Founder and CEO  

PERSUIT | persuit.com

LinkedIn

WEBINARS

Upcoming Webinars

    Data Doesnt Lie_Webinar Promo V3-1
    • The Data Doesn’t Lie: How Shell Empowers In-house/Firm Relationships 
      • Wednesday, June 21, 2023: 12 p.m. EDT / 5 p.m. BST

    Recent Webinar Recordings

    • ChatGPT and Law Firm Engagement: Get Legal Sourcing Right with AI Using PERSUIT's New Proposal Analyzer
    • ChatGPT in Legal: How Top GCs and CLOs Are Embracing the AI Revolution 
    • Can AFAs Be Used for Complex IP Litigation? 

    PODCAST: INNOVATIVE LEGAL LEADERSHIP

    Recent Podcasts

    • Legal Ops: Who They Are. What They Do. Why We Need Them
      • Alexandra Guajardo, Bryan Cave Leighton Paisner LLP
    • Efficiency is No Longer a Choice
      • Damon Hart, Liberty Mutual Insurance
    • What You Do Today Impacts Generations Forever
      • Dana Pierre-Louis, Norfolk Southern

    You can find the podcast on Apple Podcasts, Spotify, or the podcast player of your choice.

    NEWSLETTER

    Previous Editions of the Kill Bill(able Hours) Newsletter 

    • Do you need this? ChatGPT-powered PERSUIT
    • Are GCs the real blocker to innovation? 
    • Is AI a threat to in-house teams? 
    • AI is legal's new personal trainer?
    • Advice I still need to hear: 100th podcast with Michelle Landy

    PERSUIT RANKINGS

    Top Firms in Pharmaceuticals on PERSUIT 

    Law firms that have been awarded the most work by clients in the pharmaceuticals industry by dollar amount on PERSUIT over the past 24 months (Minimum 2 clients, 3 RFPs awarded). 

    1. Latham & Watkins
    2. Gibson Dunn & Crutcher
    3. Covington & Burling
    4. Baker & McKenzie
    5. Morgan Lewis & Bockius

    For more firm rankings, download The PERSUIT 50, our report of the most trusted firms on the PERSUIT platform.

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