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Full Product Details

Author:   Norman K Clark ,  Lisa M Walker Johnson
Publisher:   Globe Law and Business Ltd
Imprint:   Globe Law and Business Ltd
Edition:   2nd New edition
Dimensions:   Width: 21.00cm , Height: 0.80cm , Length: 29.70cm
ISBN:  

9781837231317

ISBN 10:   1837231311
Pages:   128
Publication Date:   13 October 2025
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   In Print  
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Table of Contents

Seismic Shifts in the Legal Services Industry 1. The legal services industry is changing faster than ever before. 2. The elephant still in the room 3. Will the law firm of the future be a computer? 4. A diagnostic approach The Six Classic Drivers: An Overview 1. Introduction 2. Old questions turned upside down 3. Diagnostic tools in a “change-ready” professional culture Pricing – classic driver #1 1. A thought experiment: two hundred pounds per hour 2. Are your fees low enough and high enough? 3. Low price is not a sustainable strategy. 4 Are your fees high enough? 5. A foundation for profitable pricing: fully loaded operating cost 6. Benefits beyond better fee quotations 7. Think – and talk – about value, not price. 8. Escaping the squeeze Productivity – classic driver #2 1. A thought experiment: the 80-hour day 2. Are you working too hard? 3. Is the billable hour obsolete? 4. What is the magic number? 5. Variation in productivity 6. The overproductive partner 7. Technology turns things upside-down: a case study 8. Disruptive productivity Realisation – classic driver #3 1. A thought experiment: collecting every penny 2. Leaving money in the street 3. Realisation as a diagnostic indicator 4. Variation in realisation rates 5. Better profits through better realisation Cost Management – classic driver #4 1. A thought experiment: operating a law firm on £100 per hour 2. The temptation to slash costs 3. Pitfall #1: not knowing what it costs to produce a legal service 4. Pitfall #2: over-investment in multiple offices 5. Pitfall #3: not keeping up with the technology 6. Pitfall #4: ignoring partner performance issues 7. Pitfall #5: slashing costs without managing risks Staff Compensation – classic driver #5 1. A thought experiment: associate compensation in 2030? 2. Are associates becoming inherently unprofitable? 3. Looking through the wrong end of the telescope 4. It’s not about the money. 5. Improving associate profitability now 6. Money into the bottomless pit Leverage – classic driver #6 1. A thought experiment: 40-to-1 leverage? 2. Finding the fulcrum 3. Technology, workflow leverage, and the future of the law firm Being the Change 1. Focusing on the how, not just the what 2. Change-challenged or change-ready? 3. Paradigm shifts in the legal services industry 4. Is your law firm trudging silently toward oblivion? 5. Playing a poor hand well

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