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The case for Legal tech is overwhelming. That much we all agree on.
- The Transformation Doom Loop
- The 10 Tips for Success
- 1. Don’t over-complicate the buying process
- 2. Your budget isn’t just for spending on Law Firms
- 3. Only go to the CEO or CFO as a last resort
- 4. Get creative when optimising your internal budget
- 5. Don’t ever socialise your technology project
- 6. Use Empathy maps
- 7. Define roles in the decision-making cycle… and make their authority clear
- 8. Focus on the business impact, not the Legal need
- 9. Align your business case to a strategic business case
- 10. Sell your idea with numbers
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The Legal transformation doom loop
Learn the common blockers that stand in the way between your legal team and transformation success.
Download the guide
Learn the common blockers that stand in the way between your legal team and transformation success.
The 10 tips for success
By following these 10 tips, you will better articulate the value of your initiative to the business and improve its chances of success.
1. Don’t over-complicate the buying process
It doesn’t need to be. The reality is that you are buying things every day, and this doesn’t need to be any different. Anything you buy requires three very simple things: a well-defined problem, a credible solution, and a way to fund it.
2. Your budget isn’t just for spending on law firms
Historically, the legal budget was specifically designed to be spent on external law firms. This has created a mindset that’s difficult to shake. What you need to remember is this: Just because your budget is titled ‘Law Firm spend’ doesn’t mean it’s just for Law Firms. Think about it. What’s the purpose of the budget? To get Legal work done.
3. Only go to the CEO or CFO as a last resort
It’s practically in their job description to stop the business from spending on new initiatives, and they are highly incentivised to keep this party line. This means you should only go to them if you’ve exhausted all options within your own budget.
4. Get creative when optimising your internal budget
Partner with other functions to optimise your budget. Securing the resources and budget for a large tech initiative is always easier if more than one department can benefit – especially if that department has a larger budget.
5. Don’t ever socialise your technology project
The probability of getting live reduces exponentially with number of stakeholders involved. If you involve more than two people in the decision, it’s likely that it will never happen.
6. Use empathy maps
Understand the role that every stakeholder should have in the decision, then manage those expectations. The empathy mapping process will help you understand how to speak the language of different functions and decisions-makers to secure buy-in.
7. Define roles in the decision-making cycle… and make their authority clear
One of the biggest stumbling blocks you can face is when people get confused about their roles, and IT or another function ends up making the decision. Ultimately, the GC needs to own the decision.
8. Focus on the business impact, not the legal need
If you need to sell your idea to get additional resources, centre the business case on the business impact or outcome, not the Legal need. The simple truth is CFOs don’t care about Lawyers. What they do care about is the business’s bottom line.
9. Align your business case to a strategic business case
You can demonstrate how your Legal technology solution will shorten the sales cycle and make the sales team more productive by significantly reducing contract times.
10. Sell your idea with numbers
Numbers will help you successfully articulate the value of your project to decision makers. Use hard commercial realities as the headlines for your business case.
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