Tag Archives: business

General IT, General Legal IT

What happens when a Baby Boomer lawyer meets a Generation Y client?

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A recent experience of trying to hire a car over the “royal wedding weekend” got me thinking about how important good electronic communication is with clients.

I was after a large mini-van or mini-bus for the Bank Holiday Monday and for one reason or another didn’t start looking until the Saturday. The first two companies I tried were the big national car hire chains, I started on their websites and for both it was clear that on the day I required the car they were closed at my local branch. Annoying for me, but at least I knew where I stood.

I moved onto some smaller local businesses, the next two had nice large adverts in the local business pages and indicated they provided the type of vehicle I was after. Both had prominent website urls on their adverts. So I visited the sites and got their contact details. As they had email addresses or web based contact forms I used these (although a Generation X’er myself I do seem to favour a lot of the communication forms of Generation Y!).

These companies then failed. Not only did they not respond to my email, they never acknowledged them at all. I know they received them as I ended up calling them by phone and they clearly knew of my query. Also they didn’t have the vehicles available either so a simple “Sorry no vehicles available email” would have taken 30 seconds!

The remaining local company I tried looked a bit more hopeful and they had online booking!

The order was taken and an automated confirmation received. I was wary though with it being a bank holiday so I emailed them to check they booking, after no reply in 24 hours I called by phone and got no reply. But the automated phone message gave no indication of the company being closed for the bank holiday, so although doubtful I had no reason to believe my car wouldn’t be their waiting for me.

Guess what though, it was closed! Worse still was the fact that a week later I have had no reply either email or phone from this company apologising for their error or even just acknowledging it!

Unbelievably a lot of companies seem to recognise some need to have a website and an email address but then treat them as a second class communication form over phone and face-to-face. Trouble is for them, unlike the boomer generation, the Y generation favours the electronic. Given the volume of email coming into law firms, it’s clear that a lot of lawyers get this and are comfortable with electronic communications. But there are a still some older lawyers who don’t and are quite happy to dictate emails for their secretary.

Regardless of which camp you’re in we still need to remind ourselves to acknowledge those emails. If we can deal with it immediately, do it and then get the email out of the inbox. If it can’t be dealt with quickly, acknowledge the receipt, add a task to deal with it later and get the email out of the inbox. As someone who has 90+ emails in their inbox at the end of today still, I know it’s easier said than done. Also clearly not all emails are from clients and need this kind of attention. But hopefully it’s obvious that we should try to avoid being the law firm that mirrors those firms above. At best your clients will be annoyed, at worst they’ll go somewhere else next time!

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Legal

Balotelli or Giggs?

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The period of austerity seems to be over in football. The lateral hire is on the rise as players are swapping teams at a steadily increasing rate. It starts with the star players and the big teams, but soon enough the pay rates across the market will be pushed up and mediocre players will start costing the smaller teams big money.

As teams fight for survival in a competitive environment they start to lose focus on what their key purpose is (to please the fans) and chase the big annual prize at any cost. Soon costs spiral and the fan is squeezed of more and more money to pay for the increased cost of players and the need to get the big annual prize. Worse happens as the teams lose focus on what the fans want and start to employ different approaches that get them closer to the annual prize, but by reducing the quality of the end product they alienate their fans.

But at the end of the day shouldn’t it be about pleasing the fans and keeping the costs for them down? After all wasn’t that the reason all these teams started in the first place?

Don’t panic! I haven’t turned this blog into a sports blog, just re-read the above and substitute the words in italic. Replace football with legal, player with lawyer, team with firm and fan with client.

There seems to be a lot of movement in legal at the moment (examples here, here and here), combine this with an increasingly competitive market and there’s a lot lawyers could take from the modern football market.

Maybe rather than chasing the Balotelli’s the teams should look at their development programmes and start bringing on the next Giggs?  And on the United theme, don’t assume that just because you’re a BigLaw “Manchester United” that your fans will be happy regardless!

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Legal

Sainsbury’s Law

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Come on you’d turn away if I said this was another “Tesco Law” will change things forever story. I read this post last Friday on the Guardian website and the part where it talked about brands got me thinking.

The Legal Services Board and its consumer panel are looking at the problems consumers have in identifying quality in legal services – research shows that people focus on service levels, which they can understand, rather than the ability of the lawyer to do the job, which is much harder to judge. They have a degree of respect "bordering on awe" for lawyers, the panel reported recently, and trust that the lawyer knows what he or she is talking about.

It is into this void that solicitors fear brand names will come and offer a consumer-friendly service that will win the loyalty of a public intimidated by the legal process. A recent survey by YouGov found that 60% of people would consider buying legal services from one of 16 named brands, from Barclays to Kwik-Fit, indicating interest in the concept but also a certain doubt at such a radical change in the traditional model.

It got me thinking about the big supermarket brands foray into the banking world. The Sainsbury and Tesco brand certainly shifted accounts of a number of their customers. I’m sure that customers of NatWest and HSBC when asked in 1996 whether they would consider banking with Sainsbury’s were equally sceptical, but Sainsbury’s Bank  now has around 1.5m customers.

But look behind the banks and you’ll see the banking powerhouses, Sainsbury’s is a 50:50 venture with Lloyds Banking Group and Tesco for ten years until 2008 was 50:50 with the Royal Bank of Scotland.

What about in 2022 looking back at a “Sainsbury’s Legal Services” venture and seeing how the successful 50:50 joint venture between Sainsbury’s and Eversheds became a respected brand across consumer legal services? Should the high street lawyers be turning from worrying about the high street brands and look to see if BigLaw is about to move in on their territory to expand?

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General Legal IT, Legal

Everything clients want from a law firm….

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Have you ever thought that everything clients want from a law firm are things that our fee earner want from the Legal IT dept.?

I hadn’t thought of it this way until a colleague raised a number of points that were raised by some senior people from large global organisations at a recent conference.

"We want consistent service from a global service provider, even if it isn’t in the home market, we still want the same good service in a distant geography"

"We want a legal services team that really knows our business"

"Don’t do what we tell you, do what we need"

“We don’t want academic legal answers, we want relevant business explanations and solutions”

Change the wording slightly.

"We want consistent service from the central IT dept., even if it isn’t in our office, we still want the same good service in a distant geography"

"We want a legal IT team that really knows our business"

"Don’t do what we tell you, do what we need"

“We don’t want technical answers, we want relevant business explanations and solutions”

Makes sense doesn’t it!

Now I’ve been pondering how to sum this post up. Is there an answer to all the problems of delivering a great service in those points raised? I couldn’t come up with a nice black and white answer, but then maybe this is a case of a problem shared is a problem solved?

p.s. thanks must go to my colleague in Asia for this post, the points are plagiarised from him. cheers Andy!

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General Legal IT

RIP Legal IT?

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I read a couple of articles last year, one on the demise of corporate IT and another on how corporate IT has the same reputation as Carol Beer (the bank manager in the BBC’s Little Britain hit sketch show, “computer says no”). I agree with some of the sentiments in both of these articles, but not in the conclusion, that this is going to lead to the end of corporate IT in the former article or that this is generally the case that “IT says no” in the later. Here’s my response as to why.

Does the Corporate Legal IT dept need to be dragged into the future?

I spoke to one board level client who was stunned when he moved to his new company that he was unable to use his own laptop and iPad. The IT department instead set him up with a desktop that made him feel like he had been transported five years back in time.

But then I could as easily quote from an article like this one:

A company that runs two law centres has become one of the first two organisations ever to be fined for data protection breaches, after personal details of 24,000 clients were lost when an unencrypted laptop was stolen.

There are reasons that your work PC can be a pain compared to your modern quad core home laptop. But often there are very good reasons for this based on decisions that have been taken by the firm as a whole. It’s a balance and although I would wholly agree with the sentiment that corporate IT has to “say yes”, I’d also argue that it’s the business as a whole that needs to be dragged into the future as well and see IT once again as an enabler for the firm rather than just a utility service. See it as a former and you start to make joint decisions on what you want from IT for the firm, as the later it just becomes something you use.

So what about the End of the Corporate Legal IT dept?

Certainly Legal IT will change due to the three factors outlined in the article: 

  • The corporate acceptance of SaaS
  • The explosion of consumer technology
  • The economy

But it will change rather than die. Much as I’m sure that from the outside it can look like corporate IT is a dinosaur waiting for extinction, this is a generalisation. Most Legal IT depts are very used to change (they’ve been through enough of them in the last 10 years! Mergers, Growth, Recession, Globalisation etc) and so these factors will lead them to change yet again.

  • SaaS, yes it’s great but it still needs managing, it still needs analysis of the business needs/requirements, it still needs project management for implementing the service.
  • Consumer technology, Apple stuff still breaks you know and needs tech support.
  • The economy, if there’s one department that knows how to cut costs it’s IT!

So that’s my thoughts on these articles, what’s yours?

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Legal

“A company from here doing rather well over there” and vice versa

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No I didn’t stop blogging over the last three weeks to spend the time on the campaign trail for the Computer Weekly blog awards! I’ve just had too much on in and out of work to come up with something to blog about (which reminds me of a previous post!)

I’ve had in mind a post about the mergers in legal this year. A follow up to the post I put up in July 2009 titled “Consolidation within the UK 200?” in which I predicted a series of mergers outside the top 20. I thought at the time that the competition in the legal market due to the downturn would force a squeeze in the mid-sized firms, but it looks like the consolidation has been nearer the top. There have been a number of transatlantic mergers within the top 20 (well top 25), not the “magic circle” but in those firms just below (in fact those below the transatlantic trailblazer DLA Piper).

We’ve had Denton Wilde Sapte and Sonnenschein Nath & Rosenthal, Hammonds and Squire Sanders & Dempsey, Lovells and Hogan & Hartson and SJ Berwin in talks with Orrick Herrington & Sutcliffe and then Proskauer Rose.

Norton Rose has taken a slightly different route into North America with it’s merger with Canadian firm Ogilvy Renault. It’s almost a shame UK law firms aren’t listed on the stock exchange as I’d be hedging a bet and buying up some shares in Herbert Smith!

So the consolidation is happening at a pace, but rather than on a national level it’s the globalisation of the larger law firms that’s leading the way.  I don’t think it’s over, there is still a mixed market out there. Some firms are now posting a rise in turnover, yet there are others that are posting an equal percentage drop.

I therefore stand by my earlier post. The consolidation at the top will only strengthen the brands of the large law firms, allowing them to hoover up more of the big (and medium) plc work. The mid sized firms will be subject to a pincer movement from the “big brand firms” above and also from the new firms that will emerge on the back of the Legal Services Act 2007.

What will the mid sized law firm look like in 5 years time? Will the £75m turnover “Jones, Jones and Smith” still exist or will they be background engine rooms for “Tesco” and “Sainsbury’s” in a legal world that has a few global big brand firms and household name branded legal services?

Whilst writing this post I came across a great document on the upcoming “Big Bang” for legal, it’s called “The Big Bang Report – Opportunities and threats in the new legal services market”.

Oh and no I didn’t win the IT professional (male) blogger award unfortunately, but it was great to be recognised by Computer Weekly and short-listed. Maybe next year!

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Legal

Brazil 1 China 2, India 0 Russia 1 – law firms in BRIC

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I sometimes think international law firms are a little like sheep, one sets up in a country and many more follow. But I suspect this is the same in any industry when new markets open, someone is first in but the others soon follow.

The current trend is clearly the BRIC (Brazil Russia India and China) economies, with many firms already established in China and Russia it was Brazil’s turn to be the current destination of choice.

That was until last week when the Brazilian Bar ruled against associations with foreign law firms. This decision isn’t the eviction of all the international firms yet, but it’s a possible step in that direction. As with the continued block on foreign law firms praticing in India it seems a tale of two halves in BRIC. China and Russia happy to accept the foreign law firms, India and Brazil not.

So who’s got it right?

Clearly from a free market point of view, China and Russia are right. And it’s suggested that merger activity in the trans-atlantic market is being driven by the lure of China. But clearly India and Brazil are using the infant industry argument for protectionism. Can this work though for a service firm? In a globalised world won’t business in these countries suffer through lack of access to the global reach of international law firms?

My personal view is that the markets need to open up.

The main asset of a law firm is the lawyers, whichever market the big law firms go into they will need lawyers and most of the time it’s local lawyers that will be used along with a few lawyers transferred to the country. So I think that the access to knowledge in these global firms will accelerate the development of the local lawyers in these markets. And eventually lead to experienced local lawyers leaving and setting up their own Indian and Brazilian firms. Using the knowledge of global markets they have gained they will be better prepared when they decide to expand and set up shop in London and New York.

India should really look at their own IT industry as an example, it’s now the development centre of many global IT organisations (Microsoft employs about 5000 people in India and even Legal IT provider Autonomy has an R&D centre in Bangalore). This has led to a rapid growth in the IT sector in India, not just in global firms but home grown enterprises.

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General IT

Take time to be bored!

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I received a few comments recently asking how on earth I find time to update facebook and twitter all the time? In fact it’s not the first time, my wife asks this question regularly.

The answer I usually give is that I find the time in between other things. I use a Windows Phone with a facebook and a twitter app, so if I’m stuck waiting for a bus I can use my phone to look at facebook or I can post a tweet whilst watching TV. But inevitably whilst I explain I usually get the “But who cares what I’m eating for breakfast? I’m not really that interesting….”.

I could come up with a number of reasons why you should, but I’m reading a book at the moment called “Socialnomics” by Erik Qualman that has a great response to this, you can read the first few pages on the Amazon page linked here (in particular take a look at page 3). The jist of the argument is that social media makes you more productive by turning a previously wasted 10 minutes into a productive 10 minutes.

But when I set out of the idea for this post it wasn’t intended to answer those particular questions. The post was to answer a question that I asked myself after reading the first chapter. I started to think “Should we really be filling every moment of our lives with something”?

It’s been two week since my last post. One of the reasons is that I have been busy (aren’t we all!). But if I think about it I have had spare time, but I’ve ended up filling it just as the chapter highlighted. Also the busy time has been “that kind of busy that leaves you no time to think”, you know the kind that leaves you at the end of the evening just wanting to collapse in front of the TV! But during this time I did read a great post from Peter Bregman that made me see that this need to fill every hour of the day with something can be counter-intuitive. This part was the paragraph that stood out for me:

Being bored is a precious thing, a state of mind we should pursue. Once boredom sets in, our minds begin to wander, looking for something exciting, something interesting to land on. And that’s where creativity arises.

And that’s it, spot on! I’ve been so caught up with things; managing the detail of projects at work, sorting out all those household requirements at lunchtime, three young kids bedtime routine, working on stuff for school governors, spending time on facebook and of course watching the World Cup, that I’ve not left myself time for my mind to wander off. There has been time to write blog posts, but no time for coming up with the ideas of what to write about.

In fact I’m sure this happens in the work environment. There is a push in most companies to fill the day with as much work as possible. If we’re not at our desks beyond our 9 to 5, if we’re not skipping lunch, if we’re not cramming in as much work as possible we’re not doing it right. Sure we get a lot done, we look busy, but if we allow ourselves to be a bit creative we might realise we’re not efficient, we’re doing it wrong or worse going in completely the wrong direction.

I’m not advocating we all drop everything and use this as an excuse to be lazy, but just make sure there’s time to think. Maybe it’s just that hour at lunch spent wandering the city, letting your mind wander. Just some time in the day to break the busy and bring on a bit of boredom, just enough to get those creative juices flowing.

You know maybe Tony Hayward was doing just the right thing by taking time off to go sailing this weekend, maybe as he sailed round the Isle of Wight his mind wandered and he came up with an answer for the disaster in the Gulf of Mexico!

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General Legal IT

Oh No! Not another Rage against the Machine-Joe McElderry post!

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There is one piece of news this week that may have finally brought home to those in business how important social media is, the Joe McElderry v Rage Against the Machine story. It’s one that all lawyers and law firm marketing depts will hopefully be taking note of.

Before you stop reading let me say this isn’t going to be a blog post campaigning to get us all go web 2.0 and set up internal facebook systems. No, this is simply to raise awareness. As I’ve mentioned before Legal IT’ers need to be educating their lawyers (and perhaps some of their colleagues) about social media. It isn’t just generation Z posting pictures of themselves and their friends in uncompromising positions on open facebook accounts or posting about what you had for breakfast on twitter. No, this is about helping your firm and your clients to understand how social media could see their services or products destroyed in a tsunami of negative online comment!

It only took just two people and a facebook group to wreck Simon Cowell’s hold on the Christmas #1, a zero cost campaign against weeks of million viewer pulling X Factor “adverts”.

But still it’s amazing at how few businesses really “get” social media and prefer to just ignore it, rather than engage with it. Even in the IT industry! There are few Legal IT vendors that really “get it”. But they all need to, it’s no longer about good press releases and a good website, it’s about comment, engaging with your customers through interactive online content.

So I’m going to sign off with a challenge to the Legal IT vendors. If you read blogs for comment on your firm, how about letting us know that you’re a step ahead of most IT companies and post a simple comment on this post? Go on, given the time of year ow about just a simple “Happy Christmas from xyz plc”!

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Legal

Consolidation within the UK 200?

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I caught this article from the Times today about regional law firms (“Regional law firms take severe steps to cut costs”). The main angle of the article is nothing new to those in the legal world, another round of cost-cutting measures, shorter working weeks, sabbaticals, secondments, salary freezes etc. It focussed on regional firms or probably more specifically the mid sized UK firms (as someone pointed out in the comments Pinsents aren’t what you would call a non-London/regional firm).

I looked at this in context of an article I posted a link to on twitter yesterday “Overworked corporate counsel cut back on use of outside firms”.

Then thought to myself: Is there going to be enough legal work to go around?

I mean if the work has dried up to such an extent, are firms wise gambling that levels of work will pick up to pre 2008 levels?

What if the corporate counsel continues with the primary firms and never goes back to using larger numbers of firms? What if the general drive to keep costs low in business continues and puts pressure on law firms? And then it is highly likely we will have a change in government in the UK , one that will maybe reverse the current situation where the solution to all problems is more laws and legislation being introduced, easing the red tape on business.

The question then becomes: Will we simply have too many law firms for the work out there?

I’m guessing therefore that we will start to see a fair bit of consolidation in the legal industry in the coming years.

A series of mergers outside the top 20? Perhaps it wouldn’t interest the magic circle but maybe others in the Top 20 will refocus back on the UK and absorb some of the mid range players? I just can’t see there being the number of firms there are now around the £150m revenue mark and so I’m guessing 2010 will be a bumper year for mergers leading to a whole range on new brands in “The Lawyer UK 200 – 2010”.

I predicted Clarke and Haddin would go early on Monday this week and England would wrap up the Lord’s test early afternoon, will this be another case of a great prediction or will it be a Tony Meehan (Decca) moment? Time will tell.

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