Because of our belief in the benefit to you of linking our compensation to the results we achieve for you, our approach to assignments is different than that what you will experience with other consulting firms.
Like most consulting firms, we begin by attempting to understand your perspective on your problem, or unrealized opportunity. The vast majority of our new clients contact us with a very definite idea of the assistance they are interested in getting. An example is where a prospective client indicates they “need a business plan.” On the other hand, some new clients contact us with a problem and they seek our advice as to how best solve the problem. An example of this is where a New York firm wanted to better understand why they were not winning as many assignments as they once had. In this situation, the client knew the problem but had not prejudged how the problem might be solved.
Once there is a mutual understanding of the underlying problem, we then work with the client to develop an approach to solving the problem (or realizing the opportunity). Here is where our approach starts to differ from many consulting firms. We believe that the solution for many problems in law firms, as well as in other professional service firms, must come—at least in part—through changes in behaviors of partners. Seldom, if ever, does merely writing a report solve a problem. Behaviors must change. Because of this belief, most of our work involves programs to change skills and/ or attitudes of partners (and associates).
As we work with the client to develop an approach to solving a specific problem, we focus the client on what expected benefits would flow from solving the problem. There is where clients tell us that we are unique. We work with clients to quantify the expected benefits from any desired change at the law firm. Only when one has a good sense of the tangible benefits can one hope to encourage partners to change their behaviors. And, only when expected benefits have been quantified, can there be a fair basis of compensation established for our contribution to the improved results.
Here is the bottom line. Looking for a report? Feel free to look to one of our very competent competitors. Looking to change results? Then let us show you how we can help you to create the needed change and how we are prepared to link our compensation to the improvement in the results you seek. Contact us to explore, on a confidential basis, how we can help your firm to improve its results.
