The Embedded Competitor

As professional services providers continue developing legal service offerings to complement their established services, law firms will increasingly face competitors already embedded within the client’s organization. Professional services organizations excel at creating and institutionalizing key clients by utilizing dedicated business development professionals to sell services to both new and existing customers. What strategies should law firms employ from revenue generation to service delivery execution to combat the embedded competitor?

Key Learning Takeaways:

• How the embeddedness of professional services firms within client organizations is a critical disadvantage for law firms

• How professional service firms’ go-to-market strategy, including how they price service offerings, structure fee engagements, sell the services, and manage both the matter engagement and the client, creates a competitive advantage

• How buyers views on leveraging non-traditional service providers are evolving