Legal Advisor–Service Provider–Business Partner: Shifting the Mindset of Corporate Lawyers

Abstract

Clients’ expectations towards their lawyers have changed, and they will keep on changing. Clients want solutions, not opinions, so lawyers have had to shift from legal advisors to service providers. As the needs of clients are continually evolving, they now want legal solutions to fit into their company’s processes and procedures. So today’s legal service provider needs to transform into the client’s real business partner, to support management in reaching their goals and moving the business forward.

External advice is becoming more and more internal, as lawyers become part of the client’s project team. While qualifications, expertise and availability are a necessary basis for cooperation, adapted team structures and good team management are also required to make that cooperation work.

To become part of the client’s projects, lawyers and law firms need to prepare well. This involves strategic thinking on how to serve clients in their global activities, how to use technology effectively, and how to integrate other service providers and manage projects efficiently. They also need to build trust and credibility through thought leadership and transparency around legal spending.

This will not take place without shifting the mindset of corporate lawyers towards a forward-looking and client-oriented attitude. Developing this attitude, however, requires an optimistic approach in a disruptive environment, mindful thinking about the ethical and economical challenges and a strong belief in the fundamentals of our profession.