{"id":339,"date":"2019-07-03T20:10:10","date_gmt":"2019-07-03T20:10:10","guid":{"rendered":"http:\/\/www.discoveroasis.com\/ediscovery-unredacted\/?p=339"},"modified":"2021-03-24T15:08:11","modified_gmt":"2021-03-24T15:08:11","slug":"talking-legal-tech-with-chris-adams-from-mcdermott-will-and-emery","status":"publish","type":"post","link":"https:\/\/www.oasisdiscovery.com\/ediscovery-unredacted\/ediscovery\/talking-legal-tech-with-chris-adams-from-mcdermott-will-and-emery\/","title":{"rendered":"Talking Legal Tech with Chris Adams from McDermott, Will and Emery"},"content":{"rendered":"\n<p>This article covers some interesting takeaways I (Brandon Law) learned during a conversation with Chris Adams, Chief Strategic Counsel at&nbsp;<a rel=\"noreferrer noopener\" href=\"https:\/\/www.mwe.com\/en\" target=\"_blank\">McDermott, Will and Emery<\/a>. It\u2019s not intended to be a summary of our conversation, nor am I attempting to editorialize his comments. <a href=\"http:\/\/thedatfile.com\/Chris-Adams\/\">Listen to our entire conversation here. <\/a><\/p>\n\n\n\n<h2>Why Aren\u2019t Law Firms Better At Selling eDiscovery?<\/h2>\n\n\n\n<p>Firms have had\u00a0<a href=\"https:\/\/www.oasisdiscovery.com\/ediscovery-platform\">in-house solutions for eDiscovery<\/a>\u00a0for as long as I can remember, but very few of them seem to be good at communicating the value of these services to their clients. It\u2019s not that the services themselves are weak compared to a vendor-provided solution (because, in fact, they\u2019re usually not) but for some reason, vendors have made extraordinary progress selling their solutions directly to corporate clients, whereas law firms have mostly ignored (or failed) to win this business themselves. Why? Chris Adams had an interesting perspective on this very subject\u2026<\/p>\n\n\n\n<blockquote class=\"wp-block-quote\"><p><em>You\u2019ve already got the client. So you\u2019ve got the relationship. You\u2019ve got a warm introduction. So why aren\u2019t firms better at doing this?<\/em><\/p><\/blockquote>\n\n\n\n<h2>Law as Art<\/h2>\n\n\n\n<p>Many law firms (or more specifically, partners at many firms) see eDiscovery, and more generally, litigation support, as a commodity.&nbsp;Law, on the other hand, is seen as an art. Lawyers tend to have the unique ability to solve complicated problems through creative thinking and their intricate knowledge of the legal process; this takes finesse and nuance.&nbsp;Talking about data is for nerds.<\/p>\n\n\n\n<p>Let\u2019s face it, eDiscovery isn\u2019t very exciting. If you\u2019re reading this, chances are you\u2019ve tried to explain electronic discovery to a family member or friend.&nbsp;Their eyes glaze over after about 10 seconds. Why? Because it\u2019s BORING. Oh, and it\u2019s expensive. For a lawyer selling their&nbsp;<em>art<\/em>, it\u2019s quite possibly the last thing they want to talk about. As if justifying a high billable rate isn\u2019t enough, they now have to justify hosting fees? No thanks.<\/p>\n\n\n\n<p>Bottom line: If you\u2019re trying to land the big client, you focus on the art\u2013on the people and resources that make the firm extraordinary\u2013not the commodity work that is better left behind the scenes.<\/p>\n\n\n\n<h2>But There&#8217;s Money in eDiscovery<\/h2>\n\n\n\n<p>By devaluing this part of their&nbsp;<em>business<\/em>, firms are leaving money on the table and perhaps more importantly, are missing a huge opportunity to enhance their core value proposition to their clients. Forgoing the opportunity to differentiate their firm from the hundreds of other firms that also have qualified lawyers from prestigious universities, integrated practice groups, and fancy conference rooms.<\/p>\n\n\n\n<blockquote class=\"wp-block-quote\"><p><em>If you\u2019re coming in the door with the same line on, &#8216;this is our pedigree, these are how many similar matters we\u2019ve worked, I\u2019ve been here 25 years, look at this really nice conference room we\u2019re sitting in\u2026&#8217; that\u2019s all great, but more than ever, legal is a line item on a budget<\/em>&#8230;<em>[Many partners] understand the value that they bring as lawyers. They don\u2019t get the same feeling for eDiscovery because they don\u2019t understand that there is an art in eDiscovery. So the firms that I\u2019ve run into, the [eDiscovery] group is marginalized. They\u2019re sort of not out in front of leading offerings along with partners who are going out and trying to pitch new business\u2026and I think, quite frankly, that it\u2019s not a part of the firm mentality.<\/em><\/p><cite>Chris Adams of McDermott, Will and Emery<\/cite><\/blockquote>\n\n\n\n<h2>Legal as a Commodity<\/h2>\n\n\n\n<p>Even though lawyers may see themselves as artists, that\u2019s not always how a client sees things. All legal, from high-value legal advice all the way to commodity work like data collection, is a line item in the budget. In other words, corporate buyers treat legal like a&nbsp;<em>business<\/em>&nbsp;transaction. They\u2019re not always buying \u201cart.\u201d<\/p>\n\n\n\n<p>And to the client\u2019s credit, legal is expensive. A big cost of litigation specifically is the cost of discovery. And that\u2019s why corporate clients that spend a lot of money on litigation are informed consumers. They\u2019re savvy. They know their options.<\/p>\n\n\n\n<p>Of course they know what hosting is. It costs a fortune! Of course they know the ins and outs of processing and document review. It\u2019s a major line item. And OF COURSE they care about who handles their data. All the smart firms and corporations do. They may not like speaking about it much. In fact, they may hate it, but you can be sure they know about it. And in many cases, they\u2019re not happy with their current solution.<\/p>\n\n\n\n<p>Related Reading: <a href=\"https:\/\/www.oasisdiscovery.com\/blog\/ediscovery-as-commodity-service-zviad-guruli\">Is eDiscovery a Commodity? Featuring Z. Guruli, Firmwide Manager of Discovery Solutions at WilmerHale. <\/a><\/p>\n\n\n\n<blockquote class=\"wp-block-quote\"><p>There is true value to what we\u2019re bringing to the table now for these clients, through the use of technology and the litigation process, and to me, that\u2019s what\u2019s exciting, and that\u2019s what\u2019s going to move the needle.<\/p><cite>Chris Adams of McDermott, Will and Emery<\/cite><\/blockquote>\n\n\n\n<h2>It&#8217;s Time for Firms to Take the Reins<\/h2>\n\n\n\n<p>It\u2019s a competitive world out there, and a fancy conference room isn\u2019t going to do it anymore. Corporate clients are looking for solutions as evidenced by the amount of money spent on these services and the frequency at which they\u2019re actively engaging with solution providers outside of law firms. But firms are in a perfect position to provide these solutions themselves.<\/p>\n\n\n\n<p>Controlling cost, getting to the facts quicker, compliance and discovery, cybersecurity; these are all things that clients care about and they\u2019re all solutions that could be provided by law firms. If they tried.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Firms have had in-house solutions for eDiscovery for as long as I can remember, but very few of them seem to be good at communicating the value of these services to their clients. <\/p>\n","protected":false},"author":2,"featured_media":344,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":""},"categories":[5],"tags":[7,27,9],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.11 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Talking Legal Tech with Chris Adams from McDermott, Will and Emery | Oasis Blog eDiscovery<\/title>\n<meta name=\"description\" content=\"Many law firms see eDiscovery, and more generally, litigation support, as a commodity. Law, on the other hand, is seen as an art.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.oasisdiscovery.com\/ediscovery-unredacted\/ediscovery\/talking-legal-tech-with-chris-adams-from-mcdermott-will-and-emery\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Talking Legal Tech with Chris Adams from McDermott, Will and Emery | Oasis Blog eDiscovery\" \/>\n<meta property=\"og:description\" content=\"Many law firms see eDiscovery, and more generally, litigation support, as a commodity. 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