A year ago, as the client-to-law-firm conversation had fully entered its give-me-a-discount or give-me-death phase, we put Amy Schulman, Pfizer Inc.’s general counsel, on our cover. Fresh from a stint as an enormously successful DLA Piper litigation partner, Schulman had a different idea about how customers and lawyers should relate to each other. Building on work done at E.I. Du Pont and de Nemours Company, at United Technologies Corporation, and by her Pfizer predecessors, she abandoned the billable hour, created an alliance of 19 law firms that would get a disproportionate share of her half-billion-dollar budget, and insisted that the lawyers find new ways of assessing the value of the work they did.
All that, and save 15 percent off the top.
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