“A superb exploration of the behind-the-scenes decision-making that goes into buying outside legal services.... Attorneys in both law firms and corporate law departments will find this book a revelation.”   —Jeff Kindler, former Chairman and CEO of Pfizer Inc.

What do buyers of legal services care about? What influences their decision to retain one firm and not another? How much are they swayed by law firm marketing?

In an era of unprecedented economic challenges, professional service firms thrive or die on the strength of their marketing and business development strategies. More than any other book, Inside/Outside: How Businesses Buy Legal Services uncovers the subtle nuances that affect buying decisions. Based on numerous in-depth interviews and exhaustive research, it is filled with insights from the in-house counsel of Fortune 100 as well as smaller companies on what they want from outside law firms and how they manage the selection process.

Inside/Outside also looks at the business/law firm relationship from the law firm perspective, showing why some firms succeed at developing business while others fail. Packed with analytical detail and buttressed by statistical evidence, its thorough coverage of the inside/outside relationship is required reading for buyers and sellers alike.

For businesses that are wondering what their counterparts around the world are doing, as well as for law firms that are building their practices, this book is a much-needed tool.

Book #ALM06; softcover, one volume, 379 pages; published in 2002. ISBN: 978-0-9705970-5-2