The legal sector is witnessing a gradual but definitive shift with more than a quarter of general counsels (GCs) contemplating the transition of legal work to alternative legal service providers (ALSPs) by 2024. While 25% represents a significant portion of the market, it also underscores the vast growth potential for ALSPs in the legal industry.

Since the Global Financial Crisis, there has been a power shift from law firms to their clients, who now approach outside legal counsel with a more critical eye, often involving procurement departments in the selection process. This shift has led to the increasing use of RFPs, budget caps, and outside counsel guidelines, reflecting a new dynamic in client-firm relationships.

According to the TR Institute report, the 'Transactional Decade' saw a movement of legal work from prestigious law firms to more cost-efficient providers, a trend identified as 'demand mobility.' This shift was not overtly communicated to traditional law firms, leading to a false sense of security even as their market share eroded.

The turbulence of the global Covid-19 pandemic and the ongoing economic instability have brought these market shifts into sharp relief. The intensified competition has forced a reevaluation of law firms' financial performance, with an expectation that these dynamics will continue to influence the market into 2024 and beyond.

Despite the anticipated aggressive pursuit of cost savings by clients, the proportion looking to ALSPs is still relatively modest. This suggests that ALSPs have considerable room to grow, especially considering the significant cost savings they offer compared to traditional outside counsel. Law firms that wish to maintain client relationships must emphasize the value and efficiency of their services, steering clear of competing on price alone. 

Client expectations have also shifted, with a renewed focus on efficiency, cost-effectiveness, and predictability. Although the pandemic temporarily brought clients back to their trusted advisors, there is now a return to pre-pandemic preferences for firms that can meet a wider array of needs, particularly those with specialized knowledge and international capabilities.

Law firm leaders are advised to heed these changes by prioritizing the value, efficiency, and expertise they bring to the table. This strategic approach could help them avoid the pitfalls of companies like Pan Am, which failed to adapt to changing customer desires, and instead secure a prosperous future in the legal market.

For GCs looking to explore the potential of ALSPs or seeking strategic guidance in this shifting landscape, contact us for expert advice and tailored solutions.