Exploring how law firms create the next piece of client work: the relationships, expertise and organizational choices behind demand.
Research in progress
How do relationships, expertise, experience and client knowledge become actual matters? Explore the working thesis, core concepts and questions guiding our research.
Earlier perspectives on relationships and the business of law. These essays provide context for the research program; they are not findings from it.
The best business developers have always known that relationships win. What's changing is the technology they use to manage them — and the firms that adapt fastest will have a decisive advantage.
As AI takes over more routine legal work, firms that invest in relationship capital now will be the ones that thrive in the new model. The firms that don't will be left competing on price.
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