1. “an insiders guide to getting the best value from your legal advisers …..” How to manage your legal advisers Roger Bull Marcus Harling Partners – Burges Salmon LLP

2. How to manage your legal advisers It will not always look like this

3. How to manage your legal advisers Introduction Choosing the right adviser Getting value Managing your adviser Added value Instructing your advisers Getting the team dynamic right Client Relationship Management Budgets & Pricing Using KPIs Being a good client

4. How to manage your legal advisers 1Choosing the right adviser Panels/ Tenders Frameworks Managing call offs EU Procurement Match the selection to the requirement

5. How to manage your legal advisers 1Choosing the right adviser About understanding your needs and matching them with the right answers.

6. How to manage your legal advisers 1Choosing the right adviser Institutional strategy Business plans Avoiding mismatch of expectations

7. How to manage your legal advisers 2Getting value Complex or important projects – relationship/ team driven Commoditised work – value driven

8. How to manage your legal advisers 2Getting value Time/ Quality/ Price equation How to avoid increased costs

9. How to manage your legal advisers 3Added value Loyalty – flows two ways … Encourage adding value – not just one way Encourage team working/building Help the adviser understand the client’s internal operating environment Establish effective communications protocols Less stick – more carrot? Control and optimise relationship Help us to help you

10. How to manage your legal advisers 4Managing your advisers Advice need to be: -Practical -Easily understood -Relevant -Commercially aware -Cost effective -Tailored to the client audience

11. How to manage your legal advisers 4Managing your advisers Become an intelligent customer, manage proactively and challenge your advisers Manage efficiently Be open to challenge Use lawyers skills in wider project team How to instruct your advisers

12. How to manage your legal advisers 5Instructing your advisers

13. How to manage your legal advisers 5Instructing your advisers Precise instructions lead to precise advice Do not expect certainty when there is none

14. How to manage your legal advisers 6The right team dynamic Personalities Seniority Cost Knowledge Skills Location Flexibility

15. How to manage your legal advisers 7Client relationship management (“CRM”) What is CRM? Influence the design Meetings Feedback and reporting KPI’s In the pipeline Billing Value added services

16. How to manage your legal advisers 8Legal Budgeting Preparation of annual budgets Financial Reporting No surprises Risk sharing Going shopping -Cost -Item -Delivery

17. How to manage your legal advisers 8Legal Services – Pricing Hourly rate Fixed fee Capped fee Retainer Contingent Success/abortion fees

18. How to manage your legal advisers 9Key Performance Indicators Success and failure Realistic Record/monitor Review meetings Meaningful/meaningless Consequences Be gentle Talk to each other

19. How to manage your legal advisers 9Key Performance Indicators Examples -Acknowledgment -Understanding -Fee estimate -Deadlines/response times -Updates -Quality -Team

20. How to manage your legal advisers 10Being a good client Relationships Deadlines CRM input Feedback Thanks Payment!

21. How to manage your legal advisers 10Being a good client Loyalty – two way Encourage added value Help us to help you Less stick – more carrot Mutual benefits all round

22. How to manage your legal advisers This presentation gives general information only and is not intended to be an exhaustive statement of the law. Although we have taken care over the information, you should not rely on it as legal advice. We do not accept any liability to anyone who does rely on its content.