Over the past several years there has been a significant change in the kind of Request for Proposals (RFPs) that law firms are receiving for legal services, not just in terms of volume and complexity, but in that the issuer is from legal procurement or legal sourcing (as some professionals are called) rather than from the corporate legal department or the office of the general counsel directly.
Because the term midsize law firms means different things to different people, I thought I’d give you my definition before I talk about what legal procurement professionals think about them.
While utilization of sales and business development teams has become common at law firms, the level of involvement such teams have in client relationships varies from firm to firm. And how integral they are to the process of retaining and maintaining work is all over the map.
By Patrick Smith, Journalist, American Lawyer