Finding the Win-Win in the Law Firm Client Relationship
In the early 1990s, the relationship between buyers of legal services and outside counsel took a dramatic turn. That’s when DuPont rolled out its seminal Legal Model. By reducing its roster of outside counsel by almost 90%, DuPont found that it could control outside and in-house legal costs by securing significant discounts in return for volume and by reducing the size of its legal staff needed to manage so many law firms. Soon, other corporations followed suit. And law firms that were often less than receptive to client requests quickly recognized that a strategic market shift—characteristic of a matured market with an oversupply of providers—was taking place. From now on, the client would be firmly in the driver’s seat.
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