Kate Paslin, assistant general counsel at e-discovery and computer forensics support provider AccessData, said that lawyers who ‘surprise’ their clients with costs get fired, while those who give the best degree of predictability month over month tend to stay on.
'Technical solutions'
Ms Paslin was speaking in response to a survey earlier this month which found that in-house counsel at leading blue-chip companies cited cost as the main reason for sacking law firms.
‘You can explore technical solutions to overcome hurdles,’ said Ms Paslin. ‘But a lot of lawyers don’t know enough to even ask the right questions and they certainly don’t know enough to prepare their client.’
Ms Paslin said that the system of billing by the hour had given external firms an incentive to not be efficient, but now clients are demanding that law firms function like businesses and make providing the cheapest and quickest option a priority.
'Business thinking'
‘In a sophisticated market like London or New York, lawyers know that better efficiency mean more work from the client, allowing them to manage ten actions rather than five,’ added Ms Paslin. ‘The client is happy, and will recommend the lawyers to other potential clients. It’s healthier thinking. It’s business thinking.’
Email your news and story ideas to: [email protected]
