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Far horizons: Creating a client-focused and client-led strategy

Law firms should define their own markets ?and create strategies that are client-focused and client-led, says Chris Smylie

25 February 2014

“Better make the horizon
your goal: it will always
be ahead of you”
– William Makepeace Thackeray

The list of alternative business structures approved in the UK since early 2012 is already long and the more progressive among them are undoubtedly changing the traditional rules of engagement for a profession previously hallmarked by risk aversion and a relative lack of innovation. While the impact to date has been most pronounced in consumer services, it would be colossally naive to imagine that the ambitions of these new players will rest there.

The most profound driver for change has been a fundamental shift in the supply and demand equation. As an over-lawyered sector scrabbled for a share of a much reduced flow of work through the worst of the recession, control over how, and at what cost, legal services are provided has s...

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