Focusing on client needs leads to innovation and differentiation in the legal industry. Legal firms are encouraged to prioritize client obsession rather than competing against each other. Midsize firms stand to benefit from changing pricing models due to client demand for efficiency. Techniques such as cross-selling should center around client problems, enhancing collaboration across practice areas. Legal experts suggest that internal firm practices and pricing strategies must evolve to keep pace with client expectations, fostering growth and maintaining firm identity simultaneously.
The problem with obsessing about your competition instead of your clients is that, if you do, you are almost by definition falling in the middle. So the better way to get ahead is to be client-obsessed.
Real innovation happens when you focus on what clients need next, not what other firms are doing now.
Shireen argues we're finally seeing real pressure from clients to rethink pricing models, especially in the corporate market.
Internal lunches and expert briefings aren't about pitching, they're about identifying problems you can help solve across practice areas.
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