GLOBAL BUSINESS MOVES ON HOW DO WE CATCH

GLOBAL BUSINESS MOVES ON: HOW DO WE CATCH UP? Dmitry Archipenko Managing Partner The 9 th CIS Local Counsel Forum 28 June 2014

Determination of the Problem: Where are we now? Market changes: - globalization - business processes acceleration - competition strengthening Conservative nature of legal services providers Trends in clients’ requirements: - time & quality - scope of services Decreased attention of lawyers to clients’ expectations

Key problem Process- oriented nature of legal services rendering • result vs. process • effectiveness vs. efficiency

Determination of client needs • The Client is looking for: – Attention – Understanding of his goals & problems – Results/ problem solving –value of the result OVERALL PICTURE – Added value of legal services RESULTS, NOT PROCESS SOLUTIONS, NOT REASONING – Extended list of services provided by lawyers – one-stop shop • The Client is not anymore ready to: – Wait – Pay for a process – Analyze vague legal documents CONSTRUCTIVE COOPERATION

Seven Red Perpendicular Lines The Expert (Short Comedy Sketch). mp 4

What do we see? • Focus of project managers on process administration: task is completed, but no effective outcome • Surface approach of project managers to satisfy the client: negative effect on the specialist & leaves clients’ needs unachieved • Project managers fail to work with clients’ expectations • No understanding of clients’ aims CAN AT LEAST ONE LINE BE IN THE FORM OF A KITTEN?

Client Dissatisfaction “YOU ARE A SPECIALIST OF A NARROW FIELD, YOU DON’T SEE OVERALL PICTURE!”

Roots of the Problem – Process-oriented system of legal education – Mentality – Legal traditions – Narrow legal vision – Internal business processes: 2 RED LINES SHOULD BE IN GREEN INK AND 2 TRANSPARENT time billing plans goods = time tariff policy (hourly rates)

Solutions solutions • Forming clients’ expectations correctly • Cooperating with clients in forecasting development of situations • Providing solutions vs. procedure • Applying auxiliary instruments (more effective & less time. Strategies consuming) & Solutions Business Process • Reconsidering tariff policy (budget preference) • Basing business strategies on consideration of what is to be sold in the given situation – process or result • Following basic principles: innovation, activity, flexibility

Can You inflate a red balloon in the form of a kitten? I can do absolutely anything. I am an EXPERT!