Anyone who sells legal services to corporate America knows the important role procurement professionals play in the acquisition of legal services. Dr. Silvia Hodges Silverstein leads the premier group for legal procurement, Buying Legal Council. The group allows procurement professionals to learn, from each other and from outsiders Silvia brings into group discussions. The group also allows law firms to “listen in” on the procurement dialogue. Smart firms join so their proposals can reflect insights learned from the group. In November, my partner Nicole Auerbach and I had the pleasure of leading a session at most recent Pricing Bootcamp. We left the group with six pricing action items, and with Silvia’s approval, I wanted to share the list.
If you are interested in a copy this list of action items, please let me know.