The quarterly publication of the International Legal Technology Association
Issue link: http://read.uberflip.com/i/67910
complexities, from lawyer self-help to internal investigations; from "mom and pop" cases with low dollar amounts at stake to multimillion-dollar matters. Evaluate Work Value: Law firms are slowly adopting value- based pricing systems to match customers' perception of value to the amount due. Alternative fee arrangements represented Distribute Work: Litigation support should only perform work that it can do exceedingly well. Never hesitate to refer work to others if you believe the customer will be better served. Prepare a Marketing Message: Successful marketing Realize all the ways in which you can positively contribute to firm success and take appropriate action. 16 percent of big firms' revenue in 2010, and this percentage is expected to increase over the next several years. Now is a good time for law firms to evaluate litigation support work value and how to bill that work within a value-based pricing system. requires continuous investment in high-value potential customers and deepening relationships with existing customers. Develop a strong message, pitch it to the right people at the right time and make sure the message is backed by high-quality work. Take an ongoing, targeted approach to marketing to potential customers using a value- and quality-driven message rather than a fear- based, haphazard or occasional approach. Take Responsibility: In the business of law, everyone is responsible and everyone actively participates in the firm's work and success. Be opportunistic. Realize all the ways in which you can positively contribute to firm success and take appropriate action. This may mean stepping outside your comfort zone to meet potential customers or learning how to better convey wares to open new opportunities or deepen relationships. Take pride in your work and strive for more than just good. Cross-Pollinate Talent/Skills: Litigation support lives at the intersection of data creation and use, network systems, records management, information governance and law. As new data types and technologies are used in business, the makeup of litigation support must change. Look toward litigation support to borrow talent from other complementary disciplines. Litigation support is a customer service center within a business — it needs to fully incorporate all the talents, skills and traits found in a successful customer service-oriented business to be great. Peer to Peer 17