1. Legal Expertise. Business Principles. Quantifiable Results. 1 Legal Expertise. Business Principles. Quantifiable Results. Click here to edit master title…. www.CounselOnCall.com A New Age of Lawyers September 18, 2015 Tracy Dalton, Counsel On Call Deborah Greenman, Toyota Darla Roden, Borden Jessica Watts, Hewlett-Packard

2. Legal Expertise. Business Principles. Quantifiable Results. 2 2008 A quick show of hands…

3. Legal Expertise. Business Principles. Quantifiable Results. 3

4. 4 2008: Tipping Point? Not Just a Recession – but a Reset Changed the Legal Profession Forever Disruptive Innovators Entered the Market Legal Departments Came Under Increasing Pressure to Do More with Less They Passed Those Pressures Onto Their Law Firms and Outside Providers

5. Legal Expertise. Business Principles. Quantifiable Results. 5 New Pressures for In-House Counsel “We feel we’re at the tipping point,” Amar Sarwal, VP and Chief Legal Strategist, Association of Corporate Counsel (2015) A decade ago, only the most cutting-edge law departments had legal operations managers. Today: ACC estimates that at least a third of GCs at FORTUNE 500 companies have added them. Moreover, ACC predicts that legal operations teams will be a fixture in not only large law departments, but at small and medium-sized companies, too.

6. Legal Expertise. Business Principles. Quantifiable Results. 6 New Requirements Seven Most Common Requirements Set by In-House Counsel for Outside Counsel: Providing Value Billing Fixed Fees and/or Capped Fees Discounted Fees for Volume Work Detailed Budgets Strategic and/or Financial Plans for Legal Matters Technology to Improve Productivity / Reduce Costs Fixed Budgets for Each Engagement Project Management Systems or Tools

7. Legal Expertise. Business Principles. Quantifiable Results. 7 A New Kind of Lawyer Has Emerged Must Meet the Demands A “Legal Hybrid” – Talent with: Multi-disciplinary backgrounds Training in law that dovetails with a formal education in one or more other disciplines

8. Legal Expertise. Business Principles. Quantifiable Results. 8 New Skill Sets Legal Knowledge Engineers Advanced Legal Systems Analysts Six Sigma Training Project Management Computer Programming Financial Management Business Management

9. Legal Expertise. Business Principles. Quantifiable Results. 9 New Models Have Emerged In-sourcing De-lawyering Relocating Off-shoring Out-sourcing Sub-contracting Co-sourcing Leasing Home-sourcing Open-sourcing Computerizing No-sourcing … To meet the talent demand in legal technology, large data, flexible needs, budgetary constraints:

10. Legal Expertise. Business Principles. Quantifiable Results. 10 How Technology Has Already Changed In-House Legal Departments: Connectivity/Collaboration Software That Dramatically Improves Speed and Efficiency (i.e., Discovery and Due Diligence) Matter Management Knowledge Management eBilling New Technologies Have Emerged

11. So How Is It Really Working?

12. Legal Expertise. Business Principles. Quantifiable Results. 12 Ethical Issues of the New Normal New Models New Kinds of Professionals, Including Non-Lawyers New Ways of Doing Business