1. Provide Value Before and After the Work

It is entirely within the power of law firms to understand the needs of the client and be able to add consistent, additional value throughout the relationship.

The guidance in this lesson distils decades of experience and, crucially the guidance that dozens of GCs and inhouse counsel have given us to share with you. This will help you deliver Value in entirely meaningful ways for every engagement.

The idea of “Value” has been a buzzword in the legal industry for several years. And it typically meant encouraging firms to move beyond the billable hour to innovative fee packaging, lean staffing and other efficiencies. However, clients want more than that. Value has developed to mean anticipating needs and providing value-added content and educational add-ons. Value-adds mean going beyond the obvious and providing non-legal business advice and support. Law firms should remember that their clients want to think of them as an extension of the company. And it is entirely within the power of law firms to understand the needs of the client and to add consistent, additional value throughout the relationship.

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