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Transformation: Redefining the In House World Wednesday 23 rd May, 2007 Presented by Kevin Doolan and Martin Hopkins Eversheds LLP Association of Corporate Counsel

Page 3 The pressures we are seeing today  Reduce spend – look at results not just cost  Limit the use of pure hourly rate solutions  Fixed fee retainers  Use technology / Business Process Re- engineering  Demonstrate control and KPI’s  Recalibrate what is commodity and what is not  Fewer firms on panel

Page 4 Reduce Spend  Not so smart  Excessive discounts  Caps  One way deals  Smart  Fixed Retainers  Payment by results  Success fees  KPI’s – for law firm and in-house

Page 5 Reduce Spend  Fixed Retainer – shares the risk  All HR work in France  All contract work in Europe  Changes behaviour  Reduce demand / claims / damages  Automate documents  Training online

Page 6 Better results = savings  2002 – 35 claims  2003 – 33 claims  2004 – 28 claims  2005 – 22 claims  2006 – 8 claims  Earlier intervention  Analyse cause + train  KPI’s  Helplines  Show total savings = much more than possible savings in legal costs

Page 7 Reduce Spend  Success fees used for single projects  Define ‘win’, ‘lose’ and ‘draw’ and the fee structure associated with each  Align the business with what you are doing  Helps to keep everyone focused on objectives

Page 8 Demonstrate Control - scope in detail - produce project plan + budget Specialist Core Routine - identify ‘products’ - defined processes and procedures to ensure scoping and firm budget - fixed price + metrics

Page 9 KPI’s for Corporate Counsel  Need to show value  All functions need KPI’s  Example  Cost of fines, disputes and penalties  Exceeded cost of legal dept  Have document listing KPI’s

Page 10 Fewer firms on panel  Trend to avoid huge panels  Economies of scale  Reduced management time + cost  Ability to roll out programs across regions  Partnering model  Compromise – needs honesty and use of other firms to “top up”

Page 11 The Future ?  More of the same ?  Rise of the small, boutique firm ?  Heightened commoditisation ?  Greater use of software tools for document generation and transaction processing ?  Development of purchasing consortia ?  Knowledge management sharing ? 

Page 12 Comments  Comments  Ways you have found to cut demand / cost  Need copy of white paper on KPI’s for Corporate Counsel ?  Do you see any other developing trends ?

Transformation: Redefining the In House World Wednesday 23 rd May, 2007 Presented by Kevin Doolan and Martin Hopkins Eversheds LLP Association of Corporate Counsel

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