1. Connie Brenton, NetApp David Cunningham, Winston & Strawn LLP Jeffrey H. Franke, Yahoo, Inc. Gregory Kaple, Kaiser Permanente Jeff Schwarz, Polsinelli PC SHARING PRACTICE METRICS FOR LAW FIRMS AND LEGAL DEPARTMENTS, NOW AND IN 2020 Tuesday, September 1 1:30 – 2:30 p.m.

2. IN SEPARATE WORLDS Efficiencyvs.Profitability Law DepartmentsLaw Firms

3. MIRROR IMAGES Efficiency=Profitability

4. TIPPING POINT The tipping point is the critical point in an evolving situation that leads to a new and irreversible development.

5. Law DepartmentLaw Firm 1Total Internal & External Spend1Matter Budget 2Spend vs. Budget2Profitability 3Staffing / Resource Utilization3Billable Hours / Utilization 4Vendor Performance4Peer Benchmarking 5Savings5Performance Quality / Client Results 6Matter Time to Completion6Client Satisfaction 7Performance Quality7Firm Citizenship 8Training WHAT WE’RE MEASURING

6. USE OF ANALYTICS Law DepartmentLaw Firm 1Understanding spend to minimize spend (opportunities to save) 1Understanding partner / firm performance 2Benchmarking against industry rates 2 3Increase efficiencies3Increasing confidence and accuracy of budgets

7. LEGAL ECOSYSTEM Different People at the Table – CIO – CFO – CMO

8. EVOLUTION OF ANALYTICS More and Better Data Getting data clean Leveraging Technology (Sky, Lex Machina, etc.) New Technologies Leveraging Analytics Providers and Consultants New Audiences (GC, CFO, CEO, COO, Internal Biz Clients etc.)

9. WHAT’S ON THE HORIZON Napa Conference – Standards for the industry CLOC CIO-CLOC

10. THANK YOU

11. WHAT WE MEASURE

12. IN-HOUSE DEPARTMENT METRICS Total Dept and Practice Area Spend Billed Hours, Fixed Fees, Staffing Ratios E-Discovery Review Efficiency & Analytics Spend by Firm Vendor or Service Provider Performance Industry Benchmarks

13. LAW FIRM METRICS Matter Budget Partner Performance Client Feedback Client Wins Industry Benchmarks

14. KPI & DASHBOARDS & QBR

15. DELIVERING THE MESSAGE Dashboards QBR’s Operations Reviews Performance Reviews Budget Proposals and Reviews Vendor Selection

16. DASHBOARD METRIC CATEGORIES Legal Spend Contract Management Training Instant NDA Electronic Signatures Department Metrics (Headcount, Pro Bono, etc.)

17. LAW FIRM PERFORMANCE SUMMARY Quantitative Portfolio Analysis CategoryPerformance DetailsScore Staffing Models Partner, associates, paralegal mix 2 Staffing Efficiency Timekeepers per matter Right-sourcing 1 Fees/Costs Hourly and fixed fees 5 Billing Compliance Adherence to billing guidelines 3 Qualitative Analysis (27 Respondents) CategoryAttorneys & Engineers Subject Matter Expertise 3.5 Business Alignment 4 Responsiveness/ Accessibility 3.5 Project Management 4 Creativity 2.5 Budgeting Accuracy 3.5 Proactive Execution 3 Communication 1 Partnership/ Trustworthiness 3 Quality and Presentation 3 Results/ Outcomes 3.5 ResponseScore Strongly Disagree1.0 Disagree2.0 Neither Agree nor Disagree 3.0 Agree4.0 Strongly Agree5.0

18. SPEND DASHBOARD

19. KPI DASHBOARD

20. MATTER BUDGETING

21. MATTER ACTIVITY DASHBOARD

22. THANK YOU