Legal Procurement Forum Asia-Pacific TM Sydney | 23 August 2017 In collaboration with ® Pier D'Angelo Chief Pricing & Practice Officer, Allens Richard Burcher International Pricing Consultant & Managing Director, Validatum Richard Stock Legal Management & Procurement Consultant - Senior Partner, Catalyst Consulting Dr Silvia Hodges Silverstein Executive Director, Buying Legal Council Jamie Levy Director of Law, KPMG Mike Dudman Managing Director - Australia & SE Asia, City Costs Management Adam Cooper General Counsel & Company Secretary, Flinders Ports Anna Lozynski General Counsel, L’Oreal Australia & New Zealand Wells Church Director – Australia & New Zealand, Integreon Andrew Price Legal Strategy & Change Expert, COO, Barry Nilsson Warwick Walsh CEO & Founder, Lawcadia Katie Walsh Legal Affairs Editor, The Australian Financial Review
Mike DudmanManaging Director - Australia & SE Asia,
City Costs Management
Adam CooperGeneral Counsel &
Company Secretary, Flinders Ports
Anna LozynskiGeneral Counsel, L’OrealAustralia & New Zealand
Wells ChurchDirector – Australia &
New Zealand, Integreon
Andrew PriceLegal Strategy & Change
Expert, COO, Barry Nilsson
Warwick WalshCEO & Founder,
Lawcadia
Katie WalshLegal Affairs Editor,
The Australian Financial Review
Legal Procurement Forum Asia-Pacific
Sydney, 23 August 2017 KPMG Sydney
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8.30 - 8.45 Networking tea and coffee
8.45 - 8.50 David Morris, National Partner in Charge at KPMG Law
Welcome
8.50 - 9.00 MC: Tracy Van Heer, Client Partner, Lawcadia
Introduction to speakers
9.00 - 9.30 Dr Silvia Hodges Silverstein, Executive Director, Buying Legal Council
Legal Procurement: Current Landscape and Vision for the Future
Silvia will share an overview of legal procurement including a brief history, share the challenges that brought this emerging field to where it is today, and how the Buying Legal Council came about. As a leading authority in buying legal services, Silvia will introduce the topic of pricing and change management and contextualise this within the area of legal procurement. Finally, Silvia will share her vision for the future of buying legal services and legal procurement as a profession.
Keynote on Change | Legal Procurement and Transformational Change: A Global Perspective
Richard has worked with over 250 legal departments in companies across the globe for over 20 years and is renowned as a thought leader in the area of legal procurement and consulting to legal teams. Richard is an advocate of performance-based pricing and strategic partnerships with law firms. Learn the combination of six elements that legal, procurement and law firm teams must master to innovate in legal service delivery and pricing. From Istanbul to Houston, from Vancouver to Berlin, and from London to Sydney, it is the results that count.
10.15 - 10.45 Networking break
10.45 - 11.00 Wells Church, Director at Integreon
TED style talk | Engaging alternative suppliers: embracing change in the new legal ecosystem
The market for Alternative Legal Service Providers (ALSPs) and legal operations teams is rapidly
growing, redefining the way legal work is delivered. Despite this growth, some work types are slower
to catch on than others, and success is not assured. Wells will discuss the role ALSPs are playing in the
new legal ecosystem, why using them can be both easy and hard, and suggestions for engaging them
successfully.
11.00 - 11.15 Adam Cooper, Company Secretary & General Counsel at Flinders Ports
TED-style Talk | Law Firms and Legal Procurement: Partnering for Change
Adam will consider the role of a General Counsel in legal procurement and what a General Counsel needs from their services providers to make their function a success: cost certainty, understanding requirements, truly partnering with clients, and supporting change initiatives.
Legal Procurement Forum Asia-Pacific
Sydney, 23 August 2017 KPMG Sydney
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11.15 - 11.45 Anna Lozynski | Adam Cooper |Wells Church| Chair: Katie Walsh, Australian Financial Review
Panel Discussion | Are We Ready for Change? Accelerating Innovation in the Legal Ecosystem
Panel speakers will briefly share their innovation story and obstacles to change. The panel will then consider what steps we can take as a community to accelerate innovation throughout the ecosystem.
11.45 - 12.15 Warwick Walsh, CEO & Founder, Lawcadia®
How Competition, Pricing, LPM, & Technology Are Changing Legal Services
Clients and their law firms are on a journey to develop a new kind of relationship that is just beginning. Learn how competition is driving law firms to improve client service and value, and how law firms are adapting to the new reality by gearing up with the people, processes, and systems needed to meet their clients’ needs and effectively compete in the market. Warwick will discuss the evolution of key performance metrics within law firms, the growing role of professional pricing and legal project managers, and the application of technology to drive greater efficiency and cost effectiveness.
12.15 - 1.15 Networking lunch
1.15 - 2.00 Richard Burcher, International Pricing Consultant & Managing Director, Validatum®, London
Key note on Pricing | It doesn't have to be a zero-sum game
As a former private practice lawyer and managing partner with over 35 years of experience, post graduate study in legal services pricing, a global readership, an award-winning speaker and writer with a voracious passion for improving the pricing aspect of the lawyer/client relationship and a client base that includes some of the largest and most sophisticated law firms in the world, it is no surprise that he is often cited in legal media as the leading law firm pricing consultant in the world.
In this session, Richard will give law firms and procurement a no-holds-barred ripping. Both must take responsibility for the current state of the pricing relationship that exists between them. Richard will share insights into the kind of conversations, strategies and approaches that both can take to move the price conversation away from a zero-sum point scoring, gladiatorial conflict to a grown-up discussion that explores and seeks to address the needs of both constituencies.
2.00 - 2.15 Mike Dudman, Legal Spend Consultant, City Costs Management
TED-style Talk | Invoice Audits: Are You Getting What You Pay For?
Information is powerful. You can use it to better negotiate rates, develop credible matter budgets and efficient staffing plans, as well as manage legal services effectively. Join us to explore billing tendencies of law firms and learn the metrics that your department can implement to gain insight into which of your panel firms are complying with guidelines and those that you need to discuss potential issues with. In addition, see how to incorporate market benchmark information into your operations to evaluate your panel firms.
2.15 - 2.45 Pier D’Angelo, Chief Pricing and Practice Officer, Allens
Case Study | Pricing
Legal Procurement Forum Asia-Pacific
Sydney, 23 August 2017 KPMG Sydney
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2.45 - 3.15 Networking break
3.15 - 3.30 Jamie Levy, Director of Law at KPMG (previously General Counsel – Aerospace & Engineering Services at Mubadala, Abu Dhabi)
Better Outcomes Start with Clear Scope: A Collaborative Approach
Jamie will provide a General Counsel’s view of procuring legal services in a global context, and will share his experiences and frustrations in developing clear scope for business-critical matters. Along with key strategies, tools and techniques Jamie will outline ways that he would like law firms to better manage scope, and share a vision for a collaborative way of working that benefits the General Counsel function, in turn improving the performance and key metrics of law firms.
3.30 - 4.15 Andrew Price, Legal Strategy & Change Expert, COO, Barry Nilsson
Case Study | Pricing Implementation: Change Management
Legal strategy and change management specialist, Andrew shall present a complex, but fictional pricing case study that is based on real-world experience. This is not an introductory session on legal pricing and you will be expected to read and prepare ahead of time and actively participate in the discussion. Whether you are a buyer or a seller, this session will give you an opportunity to learn, network, exchange thoughts and experiences.
4.15 - 5.00 Jason Macarthur, Client Partner, Lawcadia
Workshop | Successful Collaboration Between Law Firms and Clients: Matter Scoping
“You don’t plan to fail, you fail to plan”! Excellent matter outcomes start with thorough scoping and this requires input and collaboration from both sides. A scenario/case study will be provided, including various scoping aspects. Participants will be asked to work together in small groups to collaboratively develop a matter scope and budget. At the end of the workshop, participants will compare scope and strategies used. The focus is on identifying best practices for how clients and law firms can improve matter scope and pricing.
5.00 - 5.15 Dr. Silvia Hodges Silverstein | Conference wrap-up
5.15 - 6.00 Networking drinks
Thank you to the sponsors of the Legal Procurement Forum Asia-Pacific 2017:
