I research, teach, and speak on topics related to purchasing decision and metrics in the legal market, as well as law firm management and change in law firms. I have been studying client purchasing decisions for over a decade, including my PhD on the topic.
Executive director of the Buying Legal Council, the organization of procurement and operations professionals tasked with sourcing legal services and managing legal services supplier relationships.
Co-author: I co-authored the Harvard Business School case studies GlaxoSmithKline: Sourcing Complex Professional Services on the company’s legal procurement initiative and Riverview Law: Applying Business Sense to the Legal Market on the new model law firm.
Author: I am the author of many articles on law firm management including The Georgetown Journal of Legal Ethics’ “I didn’t go to law school to become a salesperson,” the South Caroline Law Review/ABA Commission on the Future of Legal Services “What we Know and Need to Know about Legal Procurement”, and the author/editor of a number of books, including the Legal Procurement Handbook, Buying Legal: Procurement Insights and Practice and Winning Legal Business from Medium-Sized Companies.
Researcher: I have conducted studies on legal services purchasing decisions in Europe, Latin America, and the US, and have been working with law firms and legal/legal procurement departments in Europe, the Middle East, and the US.
Education: I earned my PhD at Nottingham Law School (UK), hold a master’s degree in business from Universität Bayreuth (Germany) and Warwick Business School (UK) and an undergraduate degree in economics from Universität Bayreuth (Germany).
Awards: I was awarded the American Marketing Association’s Liam Glynn Research Scholarship and a PhD scholarship from the German Department of Education and Research. I am a fellow of the College of Law Practice Management.
For further information, please see my LinkedIn profile.