Conversations with Clients
Triumphs, Challenges, and Concerns
My husband says I have the world’s greatest job. I must say he is right. I have the unique privilege of spending a significant amount of time talking with and getting to know our clients. Throughout the course of our conversations, I have learned a great deal about the triumphs, challenges, and concerns the legal industry is facing. Several themes have developed from these talks. I would like to share a few of the most pressing concerns we as a company are working to address.
Office 365 “Ready”
Office 365 is real, but not ready (or the firm is not ready). In terms of vendor readiness, Office 365 appears to be a “tick the box” item rather than a strategy today. However, our clients have expressed considerable interest in our roadmap and understanding of the future of Office in law firms. Clients want to understand how their providers are dealing (or will deal) with the challenges of continuous updates from Microsoft, as well as handling security for mobile devices.
No More “Business as Usual”
The traditional law firm business model is at risk, and partners realize it. For those of you who will be attending ILTA Insight, I will be moderating a session on this very topic. Paul Domnick, will be a panelist. Several developments and trends are key in this regard.
First, the Big 4 are mounting an attack on Big Law. PWC recently launched a law firm – ILA Legal – in Washington DC. Second, law firms are increasing associate salaries, but clients are paying for associates. This isn’t new, but it appears to be getting worse. Third, virtual law firms, off-shoring of more than e-discovery related services, and heavily tech-enabled law practices (such as Atrium) are becoming more competitive and more desirable to clients attempting to manage outside counsel costs. Finally, the global demand for legal services appears to be flattening. That makes lower-cost alternatives more attractive. Our clients are trying to determine how technology can help them compete in the “new normal.”
Dealing with the “Undead” Desktop
The traditional legal desktop is not dead, and it’s as difficult to manage as ever. More frequent updates and demands for mobility can make this situation even worse. Not to mention “true” BYOD which can include a desktop/laptop as well as a phone or tablet. This reality is making vendor consolidation even more compelling.
We Hear You
These are but a few of the valuable lessons we have learned from conversations with our clients. The key for us has always been that we are listening.
We are always ready to talk about the things that matter most to you, our colleagues and customers. We are all in this together, am I right? If you want to continue the conversation, let us know how we can help!
Hugs to all (after all, hugs do count as collaboration!)
VP of Client Development