© Acritas Research Ltd 2015 1 Acritas US Rising Star Brands
Data must not be used externally without prior written consent from Acritas.
Copyright © Acritas Research Ltd 2015 – Private & Confidential.
Acritas’ US Rising Star Brands Brand growth driving revenue growth
April 30 2015
© Acritas Research Ltd 2015 2 Acritas US Rising Star Brands
Presenting to you today
Elizabeth Duffy
Vice President
Acritas US, Inc.
Phil Flora
Business Development Director
Acritas US, Inc.
© Acritas Research Ltd 2015 3 Acritas US Rising Star Brands
Statistical evidence
reveals brand strength linked to revenue
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Positive correlation between brand growth and revenue growth
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45% faster growth in revenue
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A scientific approach to
analyzing the client view
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Only trust robust data
Annual Sharplegal research conducted by Acritas
All respondents come from organizations with $50m+ revenue (50% $1bn+)
691 interviews completed across US by telephone last year.
2600 interviews since 2011 just in the US.
? We ask 60+ questions around law firm brand, usage,
budgets, demand and market trends.
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How to identify Rising Stars
Track and analyze law firm brand strength and trends in
buyer behavior
Four year research period
2600+ interviews with senior legal buyers across the US
Six categories: awareness, favorability, litigation, M&A,
most used, Inbound work
Statistical significance testing
Performance analysis against published financials
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Law firms’ challenge
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Growing market share
Stand out
Ensure your firm is:
Top of mind
Favored
Being considered for key work types
Help clients with the challenge
295 different law firms mentioned by 691 US GCs
29% More law firms mentioned in 2014 that in 2011
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US Rising Star Brands
The winners
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Rising Star Brands
Awareness
Allen & Overy
BakerHostetler
Dentons
Foley Hoag
Katten Munchin
Nelson Mullins
Sheppard Mullin
Favorability
BakerHostetler
Barnes & Thornburg
Cooley
Dentons
Foley Hoag
Nixon Peabody
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Rising Star Brands
Litigation
BakerHostetler
M&A
Baker & McKenzie
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Rising Star Brands
Usage (US clients)
Foley & Lardner
Perkins Coie
Go-to for US needs
Clifford Chance
K&L Gates
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Losing ground?
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Losing ground
Bingham McCutchen
Cleary Gottlieb
Dorsey & Whitney
Freshfields
Gibson Dunn
Mayer Brown
McGuire Woods
Quinn Emanuel
Skadden
Slaughter and May
Squire Patton Boggs
Wachtell
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Why are Rising Star
Brands growing so
fast?
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12 steps to rising brands
Proactive
Flexibility
Commercial approach
Efficient
Practical/pragmatic
Personal relationship
Global coverage
Historical relationship
Client service
Strength of individuals
Competitive costs
Responsiveness
Rising Star brands
US average
What drives your favorable perception of [that firm]?
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Brand growth
Revenue growth
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CAGR US Brand Index 2012-2015
3.4%
2.2%
Rising Star
Brands
Revenue figures from Legal Business, American Lawyer and other online sources from FY 2010/11 - FY 2013/14
Rest of the field
Rising Star Brands
averaging
45% faster
revenue growth
year on year
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Brand cycle
Relationship cycle
Business cycle
Top of
mind
Favor
Consider
Use
Satisfy
Promote
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Lessons to learn
Reputation alone not enough
Keep reminding the market
Capabilities
Relevance
Presence
Maximum growth
potential
+
+ }
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Future
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US12112014
US
© Acritas Research Ltd 2015
Who favors which brand? Rising Stars vs Losing ground
Which three firms do you feel most favorable towards?
73%
81%
76%
27%
19%
24%
Rising StarBrands
Losing ground
Rest of field
Male Female
Base [unweighted]: Male (513); Female (167);
Rising star brands
are more likely to be
favored by females
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Evolution continues
Legal market landscape has altered
Market forces
Client trends
Law firm consolidation
Data reveals continuing evolution
Understanding clients’ changing needs is critical
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Keys to future success
1 Client focus
2 Honest position review
3 Alignment
4 Investment
5 Evidence-based decisions
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Sharplegal:
The strategic toolkit for all law firms
Brand tracking for all firms
Market trends important to all (competitive intelligence)
Upcoming reports
Spend trends
Recently released reports
M&A, Litigation, Regulatory tracking
Industry reports: Energy, Manufacturing, Finance, Healthcare,
Technology
Regional reports, international country reports available
Brand drivers and brand tracking
Phil Flora
+1 212 590 2583
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Questions?
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