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[Webinar] Win More Business with Legal Project Management (Antony Smith)

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Presenter: Antony Smith, expert in Legal Project Management Host: Ivan Rasic, LegalTrek CEO

What is Legal Project Management, and how do law firms benefit from having it in place?

In this webinar you will learn:

Why Project Management is the key to boosting law firm operations;
Why Process Mapping, Value Pricing, and Legal Project Management are important for both lawyers and their clients;
How law firms can start implementing Legal Project Management quickly and cost effectively;
What law firms must do to further develop their project management capacity.

Published in: Business
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[Webinar] Win More Business with Legal Project Management (Antony Smith)

  1. 1. Win More Business with Legal Project Management Wednesday, June 1st, 2016 Starts at 15:05 London BST
  2. 2. Win More Business With LPM 1 Presenters Ivan Rasic Founder and CEO LegalTrek Antony Smith LPM Expert and Trainer Legal Project Management LTD
  3. 3. Win More Business With LPM 2 Agenda A Scenario Meeting a client before a project starts (Plan, Skills, Data, Pricing) Client Focus Everything revolves around the client How to start with LPM Select limited scope for LPM; Ask the right questions Closing Remarks Q&A, Follow-up
  4. 4. Win More Business With LPM 3 Terminology Project Maturity Level Feature Summary Level 1 Sporadic • Sporadic use of PM • No formal PM training • Little organisational support Level 2 Initial • Formal PM methodology launched • Basic processes not followed uniformly nor are PM standards • Lessons learned not gathered on regular basis Level 3 Implement • PM methodology is developed further • Most projects run according to PM standards • Clear senior management support for standards • Focus on individual projects Level 4 Monitor • Integrated project lifecycle is developed & applied • Projects support strategic plan • Internal PM training in place • Project benefits tracked Level 5 Optimise • Regular analysis & renewal of existing PM methodology • Processes in place for project improvement • KM and knowledge transfer processes in place
  5. 5. Win More Business With LPM 4 A scenario Meeting a client before a project starts (plan, skills, data, pricing) Benefits and Outcome
  6. 6. Win More Business With LPM 5 You meet an existing client An owner of a medium sized manufacturing company, who has instructed you previously about some employment matters.
  7. 7. Win More Business With LPM 6 You work for a modern firm Which has already conducted a value stream mapping exercise. You have lean, streamlined processes… …and you know which elements of employment cases should be done in-house and by whom, and which elements can be outsourced.
  8. 8. Win More Business With LPM 7 Your Firm uses IT effectively Workflow technology is used to speed up production and ensure consistency of standard tasks …your firm also uses analytics software to help you scope, estimate and price based on previous data.
  9. 9. Win More Business With LPM 8 Your Firm has standard project plans Those plans cover most matter types, and can be adjusted if needed.
  10. 10. Win More Business With LPM 9 You prepare for the client meeting And you pull out reports from your analytics software which show things such as duration of matters handled for this client previously, average matter costs, time written-off etc
  11. 11. Win More Business With LPM 10 You don’t want to talk pricing What you are really planning to do is listen and understand the client’s needs and goals, and consider how you can best meet them.
  12. 12. Win More Business With LPM 11 You focus on value you deliver, not price Part of that value are the Project Management skills you and your firm have.
  13. 13. Win More Business With LPM 12 You focus on value you deliver, not price Good project management skills can help control costs and provide greater consistency of execution. Most people feel more comfortable when working to a plan.
  14. 14. Win More Business With LPM 13 Meeting and discussion went well Client problems Client’s goals Potential solutions
  15. 15. Win More Business With LPM 14 Back in your office you consult with ● your pricing manager and knowledge management staff; and ● the delivery team – the people who will actually be doing the legal work.
  16. 16. Win More Business With LPM 15 Back in your office You also investigate some ideas for potential solutions to all of the issues raised by the client, and discuss these too with the colleagues.
  17. 17. Win More Business With LPM 16 6 And now you can Scope, estimate, and price with confidence; Put a range of options for the client; (each option priced aptly, and backed with the project plan)
  18. 18. Win More Business With LPM 17 6 You take client through the options 1. Fee Package A for all employment litigation; 2. Fee Package B for all employment legal work; 3. Fee Package C for the HR outsourcing
  19. 19. Win More Business With LPM 18 6 You show project plan for each option You point key features, the standard process, and possible adaptations, as needed.
  20. 20. Win More Business With LPM 19 6 Client selects an option Now all you need to do is manage the matters sufficiently so that the cost leaves your firm with a reasonable profit.
  21. 21. Win More Business With LPM 20 6 Summing up Your firm has a standard LPM method, which includes processes for: ● Monitoring Process ● Tracking Variance between progress and plan ● Taking corrective action to put things in line ● Keeping the client informed ● Invoking change control if necessary
  22. 22. Win More Business With LPM 21 Client Focus Everything revolves around the client
  23. 23. Win More Business With LPM 22 Everything Process Improvements IT Systems Pricing Planning Delivery
  24. 24. Win More Business With LPM 23 How to Start LPM Select limited scope for LPM Ask the right questions
  25. 25. Win More Business With LPM 24 6 How to make a practical start All law firms have a new client and matter process. Review if your current one is effective. Look at: ● Amount of time staff spends working through the process; ● Data capture – quality, scope, duplication; ● How does the client benefit?
  26. 26. Win More Business With LPM 25 6 Questions before starting a matter Have you agreed success criteria for this matter with the client? Have you conducted an initial matter risk analysis? Have you agreed a communications plan with the client? What is your initial estimate of resources, time and cost required? How many similar matters have you undertaken in the last 2 years? How busy are you at the moment?
  27. 27. Win More Business With LPM 26 Questions?
  28. 28. Win More Business With LPM 27 Keep the discussion going on Twitter! #NewLawEdu @AntonySmith_LPM @LegalTrek
  29. 29. Win More Business With LPM 28 Antony Smith @AntonySmith_LPM antony@legalprojectmanagement.co.uk
  30. 30. Win More Business With LPM 29 Keep the discussion going on Twitter! #NewLawEdu @AntonySmith_LPM @LegalTrek
  31. 31. Thank you. Send to you: ● E-mail with Webinar Video link ● Exclusive copy of new E-book: “Attracting New Clients” ● Invitation for the next webinar Next Steps: ● For clients: Send us questions In-App ● For law firms interested to: ○ learn more from Antony: Email ○ see how LegalTrek helps: Schedule a demo legaltrek.com

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