Adapt or Die


In yesterday’s edition of, former McKesson in house lawyer Jill Dessalines wrote an excellent piece on the Corporate Demand for Value from outside law firms.  In the article, entitled, “Adapt Or Die: Law Firms In Tomorrow’s Economy,” Dessalines says that while the billable hour is still here, “it is gasping for breath and failing fast.”

Dessalines writes about the truth many old-line outside firms try to ignore about the billable hour:

“The problem is not just that it encourages inefficiency — like paying a kid to pull weeds in your yard by the hour rather than by the job. The problem is not just that it rewards quantity over quality. No, the essential problem… is that it is disconnected from the value of services rendered. For the corporate client, who by definition measures success and failure based on the value delivered to its bottom line, this disconnect is unfathomable.

Unfathomable.  That is pretty strong language from a lawyer who has had to purchase the services of outside firms and at the same time  remain accountable to her corporate client.  Unfathomable.  For outside firms to ignore that disconnect any longer is to ignore the need to adapt or die.

Dessalines points out that historically, the billable hour was a function of recapturing an outside firms overhead plus a profit.  But the market now recognizes that the costs of services as determined by the seller is a proposition completely divorced from the value of services as perceived by the buyer.  And the latter is the only thing the buyer really cares about in the end.

Dessalines writes:

“Why should a client pay for a firm’s marketing costs, or phone bill or taste in art, or for any overhead cost? What correlation is there between the firm’s overhead and the value of the services delivered? There is none. And corporate clients know it.”

Alternative fee arrangements, and sophisticated means of measuring value are now commonplace.  To compete, outside law firms must offer value and predictability to their corporate clients, including insurance companies, which remain a major purchaser of outside legal services.  Value pricing, Dessalines observes, is gaining traction.  And in the face of the economic realities of today’s legal marketplace, how could it not be?

A new economic model for the pricing and delivery of legal services requires alternative fee arrangements.  Reach me for more information on how to deliver or purchase outside legal services more efficiently.


Demand For Cyberinsurance Widening, Marsh Says


NEW YORK, March 24 –   Purchases of cyberinsurance by customers of insurance brokerage Marsh has increased 27% since last year, according to a report published by the broker last week.  Manufacturing and technology companies are among the largest sectors of buyers of the coverage, according to the report.

Marsh attributes the growth in demand to simple evolution:   “In the face of an evolving risk landscape and an aggressive regulatory environment, organizations no longer treat cyber as a problem to be fixed, but rather as a risk to be managed,” the report says.

There is now developing a demand for cyberinsurance coverage  among infrastructure industries like healthcare and transportation insured, Marsh reports.  And new coverages for cyber losses are evolving to cover losses such as business interruption and disruption of control systems by service providers, such as power companies.

Coverage limits are increasing with the demand for such coverage, Marsh reports.  The current average limit of coverage in 2015 was  $16.9 million in 2015, up from $14.7 million in 2014, the brokerage said. The highest average business sector limit was in the technology/communication sector, at $86.7 million, according to the report.

Marsh also reported that no new major insurers entered the cyberinsurance market during the last quarter of 2015, but that this is likely to change going forward.

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