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trina3224
05-11-2010, 06:21 PM
Has anyone had success in penetrating the Legal Services area? What success, challenges, or opportunities have you experienced? Any key suppliers?

dstowe
06-23-2010, 02:55 PM
This area of spend is the responsibility of the Chief Counsel and Board in a corporation. Unless he/she has an interest in looking at ways to reduce their outside legal bill's you will not be able to succeed. There are often strong relationships between attorney's and those bonds are difficult to change.

One way to start the conversation with the Chief Counsel is to use outside legal service benchmark data to show comparable spend levels within the industry and given size of company. The legal marketplace is depressed and many companies are taking advantage of the downturn to bid out work or negotiate reduce rates with their preferred firms.

If you get buy in from the CC then try a pilot sourcing exercise with a particular aspect of the outside services to prove the value of the purchasing group. It will be slow going but with each step of credibility you will gain more support.