Lawyers: Are you merely an “expert for hire” or are you a “trusted advisor”?

  • When clients view you as contributing to growth and profits, they can’t get enough of you.
  • When they view you as a cost — a commodity — they’ll minimize your fees and switch to a competitor when it’s convenient.

Irreplaceable resource, or commodity?

Progressive roles

  1. Tradesman: You reliably get things done. A typical start, but not where you want to remain long.
  2. Architect: You help your client develop the vision and strategy, but you’re not involved in implementation. This is better, but your ability to grow the client is still limited.
  3. General Contractor: This is a broader, deeper relationship, with a significant revenue stream. But you’re still in dangerous “RFP territory.”
  4. Developer: You’re a trusted advisor, leading your client’s agenda. Your team has developed many-to-many relationships, and you have significant impact on your client’s success
  • Clients demand more value. They are required to do more for less by their own customers and shareholders, and that pressure is passed on to you.
  • Client executives are more sophisticated.
  • To get more value for money, many companies are using refined procurement processes for purchasing legal services, including sophisticated data-mining schemes and AI.
  • Executives are time-starved. They could fill their day three times over with people who want to meet with them.
  • Corporations are consolidating service providers and advisors.

Buyers now have almost infinite choice

You probably can’t do this alone

You couldn’t have become a great lawyer without training, practice, and mentoring.



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Mike O'Horo

Mike O'Horo

I’ve trained 5000 lawyers in firms of all sizes. They attribute $1 billion in additional business to our collaboration.