Negotiating with an in-house: new trends and buying behaviors in legal-counsels

The current legal market is conditioned by circumstances that require the setting up of new internal and external strategies in order to comply with business development forecasts. Currently, factors such as overcapacity, the policy of discounts of the competition, the pressure on prices by customers and the impossibility of further reducing operating costs, condition and establish new rules of the game for law firms. In this situation it is essential to understand the buying process of  customers – in-house lawyers – and which are the main determinants for the decision making in the purchase of legal services by the legal departments of company.

Objectives: We will analyze how these conditions affect and what are the current trends. The session is developed on different interviews with legal-counsels that serve as a market model and allow reflection.

Aimed at partners of law firms and associates who want to reflect on the development of business in the current market conditions.