Advice on building an organization that can adapt to new challenges

Two popular sayings in the legal world are 1) people, process, technology, and data are what make a firm unique, and 2) change is constant. So how do those two elements work together? How can you ensure that you have the right people, processes, technology, and data for today’s constantly changing world?

Shearman & Sterling, a 150-year-old law firm, recently asked themselves this question as they undertook a massive data analytics project, as shared in a recent Ask the Experts session for CLOC. The firm had one billion documents, only 4% of which were in their document management system (DMS), that they needed to quickly get into ship shape to meet new compliance standards. By the end of the 18-month project, not only were all documents in an easily searchable cloud repository, but the firm was also able to roll out features that are beneficial to the client like partner dashboards, more accurate forecasting, and revenue models for value-based pricing.

Here’s a look at their pillars of people, process, technology, and data, that empowered their success as a data-driven firm.

People

“The people aspect cannot be underestimated,” said Meredith Williams-Range, Chief Knowledge and Client Value Officer at Shearman & Sterling. “You have to bring your people along in your [change] journey. Your processes won’t matter. People are your culture and culture will trump your strategy any day of the week.” In the Shearman & Sterling’s case, that meant truly making the initiative firm-wide, as opposed to the responsibility of a certain team, with top-down support from the C-level executives.

Part of the success of the people aspect can be attributed to hiring and involving the right people. Lawrence Baxter, Shearman & Sterling’s Chief Technology Officer, touts the strategy of balancing IQ, EQ, and AQ — that is, intelligence, emotional intelligence, and adaptability — in new hires. (A former marketing executive, he has seen his share of companies go under because they are unable to adapt). He also likes to create teams with equal proportions of, 1) veterans with strong institutional knowledge, 2) tenured employees who are willing to learn new skills, and 3) newer employees, especially those from other industries, who can bring in fresh new ideas.

The success of the project also depended on a fundamental understanding that this effort was not about replacing people with machines. As Williams-Range explained, “It’s simply about adapting the processes that we have and enhancing those processes because the amount of information and the amount of data coming at us as lawyers is growing each day. The technology holds the hand of the lawyer.”

Process

In terms of process, Williams-Range believes there’s no one right place to start — the important thing is to simply start. For Shearman & Sterling, the beginning point was understanding clients and regulations at a global scale. Baxter also recommended asking clients what’s working and what isn’t, and using those answers to drive internal change, since what the client wants carries weight. Of course, unforeseen circumstances can also drive change — Baxter said he has seen years of innovation in the past few months.

The team agreed there are no shortcuts when it comes to process improvement. As Glenn LaForce, Global Director of Knowledge & Research at Shearman & Sterling put it, “You can’t shortchange the pre-work that goes into getting to what we call the sexy stuff, all the cool analytics projects. You have to go through, you have to look at your data and be sure it’s clean and in order, make sure you have the right governance behind it and make sure you have the right policies behind it, and that takes time.”

A whole-firm initiative also meant involving the whole firm. The company created a multidisciplinary data steering committee to get an understanding of how each part of the organization was using data and the downstream effects of making any changes. How will a change to a process in HR affect the DMS in eDiscovery? How should workflows be adjusted for the unique needs of finance and the research team? How do you ensure there’s an audit trail?

For Jeff Saper, Global Director, Enterprise Architecture & Delivery Services at Shearman & Sterling, a lot of the process work comes down to reducing complexity. “We create complex environments and at the end of the day, they need to be simplified,” he said. However, this process of simplifying and streamlining cannot compromise compliance, regulatory processes, or confidence in your work.

Saper and LaForce also stressed that failure is an important part of the process and should not be viewed as a negative — if it happens within a development environment. Finding processes that do not deliver value is just as important as finding ones that do. The important thing, they agree, is learning how to adapt and move forward.

Technology and Data

Again, when evaluating which technology to use, the question ultimately comes back to what benefit will the client receive. For example, Shearman & Sterling decided to move their DMS to the cloud. However, as Saper pointed out, “It’s not about cloud. It’s the agility of what we can do to make things work faster or leaner and hopefully have a better return for our firm.” People wanted to be able to access data anywhere, on any device — a desire that was certainly fast-tracked by the COVID-19 pandemic — and the cloud enabled that.

Similarly, the firm found success in using established technology in new and different ways. For example, the firm used DISCO eDiscovery to sort through and classify emails. Using the platform’s artificial intelligence capabilities, the team was able to classify some 30 million emails in 12 days.

The team developed a clear strategy around who they would partner with to find the right technology. “We’re never going to be a firm that builds technology,” said Williams-Range. “We have talented lawyers and that’s our sweet spot, but we need to provide the right technology and the right system to our people to be as efficient as possible to deliver the best value to our clients. What we do is we look for those partnerships that are going to really work with us.” 

As someone who spent 16 years on the technology vendor side and has seen a lot of finger-pointing, LaForce emphasized the importance of looking for partners as invested in the success of the project as the internal team is, who have governance procedures and skin in the game. “Otherwise, they’re just selling us a product,” he said.

Baxter also noted that the legal landscape has become complicated. A service provider you are in a joint partnership with on one proposal could be a competitor pitching against you in another matter. Cultivating a friendly relationship throughout these complicated dynamics is an art form that will serve law firms well.

Parting Words of Advice

Ultimately, the work of digital transformation is never done, but with the right people, processes, technology, and data in place, the Shearman & Sterling team feel confident they can tackle new challenges that come their way. Their advice to others looking to make the leap? “Just start somewhere,” said Williams-Range. “It can be overwhelming, but just start.”

“Change is not the devil,” added Saper. “It’s ok to continue on a journey as long as you do it safely and securely within compliance. We’re in a different world and law firms have to adjust to it.”

The legal field’s talent shortage is expected to intensify as law firms and legal departments pivot from adjusting to challenges brought on by the pandemic and changing the way they operate and deliver legal services to planning for long-term growth, including team expansion. 

With hiring returning to or even exceeding pre-pandemic levels, it’s important that legal leaders re-examine their recruiting and retention strategies, including benefits and compensation packages and remote work arrangements, to remain competitive. According to recent Robert Half research:

• 34% of employees currently working remotely said they won’t stay with companies that don’t allow remote work
• 75% of workers want to work remotely at least part of the time
• 66% of companies will offer flexible scheduling after pandemic restrictions are universally lifted
• 78% of hiring managers said they are open to recruiting outside their geographical area

What other factors should managers take into consideration when planning to hire? Here are several key insights into current trends:  

Pandemic realities boost demand for practice area, legal operations expertise

One of the greatest challenges is the lack of available talent as law firms and legal departments directly compete for skilled legal professionals. Midlevel lawyers and paralegals with three-plus years’ experience are especially in strong demand. 

As companies adopt measures to minimize risk and ensure business continuity, they seek advice from in-house legal teams regarding contractual agreements, corporate transactions, mergers and acquisitions, and compliance. The need for legal services is increasing in labor and employment law, insurance defense, healthcare, eDiscovery, and data privacy and security.

The pandemic spurred a critical and expanded partnership between general counsel and legal operations managers. Tasked with optimizing legal resources to increase productivity and revenues while mitigating risks and lowering costs, legal operations professionals play an important role in helping in-house legal teams strategically focus on the business of law. Legal operations managers, typically non-lawyers, with specialized knowledge (e.g., expertise with project management, information governance and financial management practices) are sought by hiring managers and the need for skilled legal professionals should remain acute in the months ahead.

Competitive salaries and perks: Essential to attracting top talent

In today’s candidate-driven market, it’s not surprising that salaries continue to rise for most positions. Job seekers with sought-after skill sets and practice area expertise know what salaries they can command – and aren’t afraid to ask or negotiate for them. Many are receiving signing bonuses and counteroffers. Hiring managers can ensure they are offering competitive compensation by consulting industry resources.

Here are average starting salaries at the national level for several in-house roles. The salaries are from the 2022 Salary Guide from Robert Half, which contains average starting salaries for nearly 50 positions in the legal field.

The salaries are listed by percentile: 50^th percentile for candidates with average experience and most of the necessary skills; 75^th percentile for candidates with above-average experience and all the needed skills. Bonuses, benefits and other forms of compensation as well as practice area expertise, special skills and certifications are not taken into account. Hiring managers can use the Robert Half 2022 Salary Calculator to benchmark average salaries locally.   

In addition to competitive salaries, job seekers evaluate the perks an organization offers as a way of gauging company culture. Increasingly, benefits such as flextime, remote work, health insurance, retirement savings plans, paid parental leave, and wellness programs can significantly impact a company’s ability to attract and retain top talent.

Other important trends to know in today’s hiring environment

1. Digital skills are essential

The pandemic transformed the legal landscape, with depositions and hearings continuing to be held virtually. However, the need for legal professionals to be tech savvy long predates the pandemic, and job candidates should demonstrate proficiency in the latest digital tools and industry software, such as litigation and practice management. The most sought-after legal professionals will also have ideas on how to leverage technology to improve client services.

Digital expertise is a priority as legal leaders focus on freeing up lawyers to concentrate on legal work. Strategic deployment of tech solutions is a fundamental and integral factor in effective legal operations practices. 

2. Legal teams expand in-house skills with contract professionals 

To meet rising workloads, legal departments may need to hire on a contract basis – legal professionals who can fill gaps and make immediate contributions and specialists who can offer expertise unavailable in-house. 

3. Tech savvy legal support staff in demand

Midlevel paralegals and legal assistants who can conduct case research, manage online calendars, draft legal documents and assist multiple attorneys are highly marketable. These professionals also are needed to assist with video meetings and virtual depositions and court hearings.

4. Growing emphasis on strong interpersonal competencies

Beyond legal experience and knowledge, interpersonal skills are more important than ever. Legal hiring managers are seeking candidates who possess critical capabilities, including:

Increasingly, a key attribute for professionals in any legal role is adaptability. The legal field has gone through profound changes over the past two years, and 2022 could be just as unpredictable. Prepare for hiring by understanding the trends that will significantly impact the legal job market. Doing so now will allow you to fortify your in-house teams and ensure the success of your organization.

Jamy Sullivan is executive director of the legal practice at Robert Half, a premier provider of talent and consulting solutions for a wide range of initiatives in the legal field, including compliance, contract management, data privacy, litigation support and more. Visit RobertHalf.com.

As we shifted from traditional office roles to COVID-induced remote work being the norm, businesses across most industries adjusted and adopted new policies and tools to stay afloat and, in some cases, succeed. Now, as lockdowns ease and restrictions change, 2021 finds us watching as more businesses move into a hybrid workplace.

A myriad of questions face organizations. Some of the major ones are concerns across the board, regardless of where in the world you’re located. Will your staff be willing and allowed to work in the physical office? How many companies will remain flexible about remote work? With findings showing that remote workers are more productive than they were in the office, most will likely offer the opportunity in the long run.

In fact, according to a report by Owl Labs, respondents felt that if they were no longer allowed to work remotely post-pandemic, 66% would stay but be less happy, 54% would stay in their roles, but be less willing to go the extra mile, and 44% would expect a salary increase.

A new strategy is needed

As more questions materialize, it’s time to formulate and implement a strategy for how best to support and manage employees to succeed in the new hybrid workplace. You dealt with the shift to remote work – can it really be that much more difficult? Short answer: yes.

“In a lot of ways it’s going to be more disruptive than when we went all remote,” said Brian Kropp, vice president of research at Gartner, to The Washington Post.  In short, Legal Ops plays a huge role in helping the rest of the organization address the issues that a hybrid workplace may face, from business continuity challenges to implementing effective automation at a time of confusion.

Legal Operations needs to prioritize building a legal tech stack that can securely and productively unite an ecosystem of in-house teams, outside counsel, and service providers. What are the essential technologies that can get you started on this path?

Legal Workflow and Process Automation

If your Legal Operations employees are disseminated across various locations and scenarios, it’s paramount to ensure that your work processes are efficient, collaborative, and trackable (in case of a future audit). This means it falls to legal ops to implement the right technology – i.e., workflow and process automation to unite the hybrid workforce around optimized, digitized processes.

An end-to-end automation solution that spans your organization and covers all of its needs is ideal, particularly one with legal and operational best practices and security measures embedded within it. The effectiveness of your hybrid workforce greatly depends on workflow automation. Your technology solution should offer flexibility, ease of use, and transparency.

Enterprise Legal Management

Efficiency has taken on a whole new level of importance post-pandemic, and it’s crucial to cast an eye over your daily operations and reevaluate each one, especially through the lens of information governance. An effective ELM solution should support an array of corporate legal needs, ranging from matter management to spend management and much more.

An ELM should provide a centralized matter management capability. This is of paramount importance in managing multiple matters being handled by far-flung staff.  Also, your ELM should also be your single source of truth for all your legal matters. In this new hybrid environment, all your Legal Ops team members need equal and immediate access to materials, documents, status updates, and so on. Having disconnected systems for information retrieval will result in wasted time, effort, and money.

That’s why your ELM should also enable a complete audit trail of all changes made to information assets or documents, mitigating compliance and security risks.

Expanded Integration Capabilities

As work-from-anywhere becomes the norm, collaboration tools have experienced a surge in popularity. You would be hard-pressed to find an organization that doesn’t currently use Slack, Microsoft Teams, or a similar platform for internal and/or external communications.

As the number of collaboration tools and platforms increases, it’s crucial that your solution offers expanded integration capabilities to let it work seamlessly with them – particularly in the case of workflow automation.  Not only does this help ensure efficiency across the board, it gives greater functionality to your legal tech stack since the right workflow automation solution will connect and accelerate other solutions, even legacy platforms.

Addressing the needs of hybrid Legal Ops

There are three major “must-haves” that Legal Ops needs to consider as it assesses technologies to support hybrid working environments. The first is flexibility– your technology solution should be able to easily accommodate different scenarios as they arise, especially ones as unique as we have experienced in the past year. Second, your solution should be agile and able to pivot quickly to address these scenarios. Finally, your Legal Operations team should ensure that any solution adopted supports business continuity. Whatever operational or organizational changes may happen, or disruptions occur, your tech tools should always enable you to keep fulfilling the legal objectives and strategy of your enterprise.

The three technologies we’ve covered are crucial, but they’re just the tip of the iceberg. Watch our sponsor session, “Justin Time! The Legal Ops Ecosystem of Today and Tomorrow” at CLOC Global Institute on Wednesday, May 12th at 9:00 AM-10:00 AM PT. The virtual session will address the cornerstone technologies that make sense for legal ops to adopt to meet near-term needs, and future solutions that incorporate collaboration tools, big data, and machine learning for the long haul.

May 2020| Rachita Maker, Vice President, Chief of Staff and Head of Legal Operations, Tata Communications Limited

Do any lawyers remember going to law school and hearing the words “project management”? I certainly did not, and I suspect most of my colleagues didn’t either. It is a different world now with a number of institutes focusing on Legal Project Management and I see there are multiple courses available on the topic. Legal Project Management or LPM is an identified functional area in The CLOC Core 12 for Legal Operations, therefore, identified as a key skill for the legal operation professional.

I chanced upon project management purely by accident in my fifth year as a lawyer. Overnight, I was handed a high-volume complex contract management project with a tight deadline. In an instant, I was made responsible for a team of twenty bright, young lawyers who were relying on me to give them guidance; a demanding client who had expectations beyond the project scope; a deliverable that I had no idea on how to execute; and a management team that wanted me to make the whole thing work. No pressure? To tell the truth, I loved the challenge and still do today.

So, for all the lawyers or legal operations professions who get thrown into large engagements or complex implementation projects, with no one to tell them how it is done – I am sharing a few of the strategies I have forged over many years of managing projects successfully in the legal services industry.

Overview of Legal Project Management

My experience has taught me to view project management as having four pillars – client management, delivery management, team and stakeholder management, and financial management.

Projects within the legal industry could include large scale contract lifecycle management implementations including data migration from old systems to new, obligations management, M&A due diligence, contract drafting and negotiations engagements, and 50-state regulatory research to name a few. Typical challenges in legal projects relate to: scope; balancing the right number resources while ensuring subject matter expertise; maintaining quality; anticipating and mitigating risks; anticipating changes in projects due to unforeseen circumstances like regulatory changes, changes in production timeline or changes in client requirements and unresponsive clients.

Below is my advice for transitioning from a great lawyer to a successful project manager that no one spoke about in law school:

1. Understand the “pulse” of your client
Understanding the “pulse” of your client – in other words, learning what they value most in the delivery of a project and why – is the key to any successful client-provider relationship. No matter what happens, you should be the go-to person for your client. Set up a communication schedule that matches your client’s needs and try to anticipate what they might need next.

I start any large project by identifying what is most critical to my client. Sometimes it is quality; other times it is timeline; and all too often it is cost. While most clients will say that ALL of those factors are equally important, there is usually one aspect that stands out as the priority.

For example, in a 50-state regulatory research project where timing is of the essence for your client, spending too much time ensuring you have researched every angle and missing the expected deadline will likely leave you with an unhappy client. In this example, setting realistic expectations up front on how the research might be restricted to meet the timeline would likely have led to the client suggesting more specific instructions to provide better focus for the research. As you build trust through a series of meetings and in meeting mutually agreed-upon expectations, the client will start to see you as an extension of their team.

The best way to set and adjust expectations is to create a regular cadence of communications that matches your client’s style. As lawyers, we tend to get so involved in our work that we wait to go to the client with our final “masterpiece”. There is nothing worse for a client than not knowing how their project is progressing. I recommend having at least a once a week check-in call, email or meeting. Depending on the timeline and scale of the project, you may want to have more frequent, shorter, or more casual conversations to establish rapport with your client. These meetings are also a great way to learn about the client and anticipate their upcoming needs.

2. Manage “scope creep”
For your clients and for your organization, success is most often measured in financial terms. As project managers, you manage the budget by avoiding “scope creep” – in other words, ensuring that the requirements of a project have not unnecessarily expanded, making the project more expensive than anticipated. Scope changes are easier to identify if a client makes explicit changes to the deliverables or timing of the project; but in practice, small accretive changes are made in smaller bits and become difficult to quantify – in other words, they creep up until the project is ultimate off-budget.

Managing scope begins even before a project starts. As more clients now want fixed pricing or alternate pricing models for projects, the days of hourly billing have almost disappeared. Clients routinely ask for a quote without giving, or sometimes not knowing, any details around the project. Imagine a template harmonization project for a large multinational company – at a minimum, it would help to know how many templates, across how many geographies, the number of business units with overlapping templates, etc. Even if you are able to get some of this information in advance, chances are that you will get answers in approximates, but the client will demand certainty on pricing. It is important to define the project scope to the best of your ability and build in strong assumptions to protect your client and your organization.

Even with the best planning, scope creep can continue through the life of the project and often happens in short bursts. Since we are anxious to maintain good client relationships and we want to earn their business, we tend to overlook the scope creep issues, often leading to unanticipated bills to the client or unsustainably low margins for your organization. I recommend logging all requested changes, no matter how small they seem at the time, and their potential impact on the project. Assess these impacts with your clients and organization at regular intervals in order to anticipate any potential changes in cost or timing. Your clients will appreciate the open communication. The alternative, which is not mentioning scope changes until it is too late, can chip away at trust with your client and your organization.

3. Measure and meet your client’s quality and timeline expectations
As lawyers, we are trained to provide high-quality work product. After all, our work product is the showcase of our talent. While it is easy to control our own deliverables and quality, it can be difficult to be responsible for what someone else is producing. The truth is that as project managers, we are responsible for the overall quality of the project. For example, whether you are overseeing 5 people working on an M&A transaction or 30 people working on a document review, you will need to ensure that quality and the timeline are met by the entire team working together.

The first step to providing quality work is to define and measure what quality means to the client. Work with your client to define quality metrics and then track them. As a project manager one should be able, at any point in time, to confidently talk about the “quality percentage” of their engagements. Tracking quality through pre-defined metrics also helps project managers identify if issues are related to a particular person or if those issues are general across the team.

While high-quality work is expected, most legal projects are deadline-driven, whether it is a deadline related to production, regulatory demands or a transaction. As lawyers, we are used to burning the midnight oil to meet our deadlines and produce the best output we can. The challenge is to help your project team stay motivated to work the extra hours when large deadlines are looming. In order to minimize all-nighters or unsustainable work hours, as well as to avoid any curveballs that may come up in a project, I usually try to build a buffer in project timelines. For example, if I have a 4-week project that needs about ten people, I will staff it with twelve people instead and set an internal timeline of 3 weeks so that I can conduct last minute checks, conduct quality review and make changes that may have come up during the life of the project.

4. Build and maintain reports that your clients and management will value
Maintaining daily, weekly and monthly reports on your engagements will benefit both your clients and your organization. As a project manager you are expected to have a real-time understanding of project metrics – whether they relate to number of documents, hours worked on the project, throughput per hour, quality measures and any other information that can be sliced and diced.

I recommend updating clients and other stakeholders with progress reports. It helps to understand your client and stakeholder communication styles and timing, and to set expectations upfront. Weekly, or sometimes daily, reports may be needed. I was once working on a project that I knew was VERY important to my CEO, and I wanted to make sure he wouldn’t wake up in the middle of the night and worry about where we were on the project. I proactively set up daily reports, and it worked wonderfully to keep my CEO updated and comfortable with the project.

There are a number of tools and technologies that can help you track the progress and performance of your project. Using automated workflow tools, you can generate delivery dashboards, quality metrics, monthly information reports, etc. These tools help you collect analytics on each activity of your project. For longer-term engagements, I have also seen the Balanced Score Card approach work beautifully with clients, as they can see a holistic view of the team’s performance based on operational and delivery excellence, client satisfaction and additional value by way of innovation. As lawyers, we are not always proficient with tools and technology in the market place, but as good project managers we need to identify the best-suited person in our team who can support us in generating and maintaining reports.

5. Invest in your team’s growth
A colleague of mine once said, “After a certain point in your career, it isn’t what your boss thinks of you, but what your team thinks of you,” and I totally agreed with her. Your team is a testament of you. A great project manager knows how to get buy-in from the team, give them the right training and resources, challenge them and use their strengths to the fullest. I try to build my project teams with complementary personality types to provide balance. No one person can do everything and most project managers think that the burden of performance is on them. The truth is that we should use our team’s strength to the fullest – this not only helps them to enhance their skills and helps them feel vested, but also takes some of the burden off our shoulders.

Remember that no matter how much you plan, there are things that may be out of your control. Great project managers focus on what is in their control, escalate what is not, identify risks early on and mitigate them to the best of their ability. As lawyers and professionals, we juggle multiple projects every day, and effective project management will help us stay organized.

With excerpts from “The Ten Questions to Ask Yourself to Influence Your Future”, as Presented by Dr. Zachary Walker, Educator, Author, and International Speaker, University College London Institute of Education at the CLOC 2020 London Institute.  He can be contacted on LinkedIn or through his website at www.drzacharywalker.com.

One of the most complicated tasks facing companies today is the challenge of aligning the cultures and expectations of multiple generations in their organization. Legal departments are not immune to these challenges. Like others, legal is often composed of multiple generational influences from Boomers to Gen Xers to Millennials. Gen Z is just starting to enter the workforce which brings in yet another shift in workplace dynamics. Today’s leaders need to manage the differences and similarities between four to six generations while integrating them into a cohesive, functional, high-performing team.

Each person comes with a different set of expectations and definitions of loyalty, ethics, and skills. Leaders need to shift to make the most of these energies and skill sets that bring incredible potential to both the department and company. The generation into which one is born is an important determinant of these personal characteristics. Of course, each individual is different – however, generational trends tend to shape ideas on “big picture” issues such as the value of teamwork, workplace expectations, and the relationship between the individual and society, and each generation tends to share similar experiences as a result of growing up at the same time.

A 2014 Harvard Business Review article exclaimed that “for the first time in history, five generations will soon be working side by side.” It continued:

“The Boomer mystified by Facebook; the Millennial who wear flip-flops in the office; the Traditionalist (born prior to 1946) who seemingly won’t ever retire; the cynical Gen Xer who’s only out for himself; and the Gen 2020er [known as Gen Z today] – born after 1997- who appears surgically attached to her smartphone.”

If you’ve attended a seminar or conference on this topic, you may have learned that these stereotypes are not valid and that all generations can and do share common values and goals.  Still, generational tensions exist within our multi-generational workforces and it’s our job to help our employees recognize and respect the skill sets that each generation brings to the table.

The U.S. Government projects the number of workers over the age of 75 will double in the next decade. In many cases, workers continue to work longer because they can’t afford to retire when they reach retirement age. And many workers in the legal profession choose to work longer because they enjoy their work and value their relationships with their coworkers. 

Generation Z, our youngest generation of workers, is just entering the workforce. By 2026, that group will surpass the number of Millennials (who are now the largest) in the workforce. These two generations will define the future of work.  Whether a 35-year-old manager managing a Boomer workforce and Gen X workforce or a 65- year-old manager managing a Gen Y and Millennial workforce, or somewhere in between, it is incumbent upon leaders and managers to know who they lead. To be successful, we will have to understand what each generation wants out of their jobs and how they envision work.

Companies that shift to strike a multi-generation allegiance will have an efficiency advantage over others that don’t. A multi-generational team offers a diverse way of looking at a project or problem. Leading them can be both a challenge and an opportunity. Understanding who they are is key.

Leading an Inter-Generational Workforce

In January 2020, the CLOC London Institute ended its educational conference with a session led by Dr. Zachary Walker from the University College London. Dr. Walker’s session was one of the highest rated sessions during the Institute. His current work focuses on Generation Z, educational neuroscience and high performance leadership.

During his session, Dr. Walker explained a few of the traits of generational groups that are, or will be, employed by your organization in the future and challenged everyone to be willing to adapt their leadership style accordingly. 

Generation Z: (Born 1996 – 2015)

According to Statista, Gen Z represents 24% of the workforce worldwide. Gen Z grew up in households that were significantly affected by 911 and the 2008 recession. As a result, financial security and stability are vital to them.

Gen Z’ers are entrepreneurial and ambitious. Surveys show that about half of them want to work for themselves – because they believe they can do “it” better – while half also want to do something that will change the world. They are competitive and financially driven. They have expectations of advancing in their roles quickly and being rewarded financially. This group is prone to burn-out, so they will need your assistance to achieve work-life “harmony.”

Gen Z values authenticity and meaningful interactions. Although they are digitally astute, they prefer to communicate face-to-face and work collaboratively. Gen Z craves feedback in real-time. Waiting until their annual evaluation to provide negative feedback will likely offend them. They want mentorship and constant feedback. They appreciate it and value it.

They value inclusion, social justice, diversity, and fairness. Dr. Walker noted organizations that simply aspire to these values would not impress a Gen Z candidate. They are influenced by “Doers.”  Congruence between what organizations say and what they do is absolutely critical to Gen Z.

Millennials or Gen Y: Born 1977 – 1995  

By this year, 2020, Millennials are forecast to comprise half of the American workforce, and by 2025, 75 percent of the global workforce. 

Millennials do not want the life of their parents, who valued work over relationships. They value work-life balance suited to allow them to enjoy their lives outside of work. Work satisfaction and financial stability are essential to Millennials; however, they aspire to strike a healthy balance between work and relationships outside of work.

This generation seeks a first-name basis relationship with their employers. They treat their employers respectfully, but they expect their employer to earn their respect. They enjoy a relaxed work environment where colleagues at various levels of leadership and responsibility can easily talk, joke, and laugh with each other while maintaining the appropriate hierarchical management structure.

Millennials value honesty, are eager to learn, appreciate personal connections, efficiency, and a sense of community.  

Generation X: Born 1965-1976   

According to Statista, Gen X represents 35% of the workforce worldwide.

The income gap between Gen X and Millennials grows wider each year.  Generation X makes more money and spends more money – 11% more than Boomers and 33% more than Millennials. They spend more because they are raising a family and caring for aging parents. The dual responsibility of caring for parents and children puts a high demand on their resources. 

Gen X values freedom and responsibility in the workplace. They are more likely to question authority than their parents and prefer flexibility in work arrangements. They don’t want to be micromanaged.  

Baby Boomers: Born 1946 – 1964 

Baby Boomers represent 6% of the workforce worldwide.

Baby boomers are hard-working – some would say workaholics – and motivated by position, prestige, perks, and money. They are independent, confident, and define themselves by their professional accomplishments. Their parents grew up during the Great Depression, and Boomers grew up under the threat of global nuclear war. They were exposed to protective drills in school in the event of a nuclear attack, lived in households stocked with food and supplies, and knew where they would shelter in the event of a nuclear attack.

A “good worker” was defined as having a strong work ethic and the willingness to “do whatever it takes to get the job done.”

Baby Boomers are often critical of younger generations for what they perceive as a lack of work ethic and commitment. 

What does the future of work look like across multiple generations?

The influence of Gen Z and Gen Y is already changing what work looks like. The future of work will value health and wellness, offer flexible workspaces and work locations, emphasize continuous professional development, use technology to create efficiencies, and enable a mobile workforce. According to Dr. Walker, the future of work will include workplace neurodiversity and the use of collective intelligence to solve problems.  

“Neurodiversity is a concept where neurological differences are to be recognized and respected as any other human variation. These differences can include those labeled with Dyspraxia, Dyslexia, Attention Deficit Hyperactivity Disorder, Dyscalculia, Autistic Spectrum, Tourette Syndrome, and others.”

Research suggests that neurodiverse individuals receive, process, and interpret information differently and often solve problems in unconventional ways. These employees are loyal, highly dependable, and adept at fitting into different work cultures.

Collective intelligence (CI) is shared or group intelligence that emerges from the collaboration, joint efforts, and competition of many individuals and appears in consensus decision making. Dr. Walker explained it this way:

“[A] group-based approach to harnessing the collective intelligence of people who work together, matching different skills and knowledge sets of internal experts to address future project needs.”

Collaboration is how younger generations prefer to work. As leaders, we are responsible for “upskilling” our employees so that we can build an environment that supports collective thinking to solve problems.

What now? 

Multiple generational organizations are the future and understanding the behaviors and drivers for each generation is critical for success. There are new ways of working every day. Collaboration and communication continue to be two of the most important components in bringing the generations together, especially as the world embraces a work from home mentality. 

Every generation is expressing a need for more flexibility, the opportunity to shift hours—to start their workdays later, or earlier, for example, or put in time at night, if necessary. Work-life balance drives satisfaction for all generations. The similarities in attitudes across generations are striking when it comes to benefits that drive satisfaction.

Multi-generation organizations are here to stay. The key is to foster the intergenerational culture by respecting the varied differences each generation contributes. It also means working as a proactive leader to eliminate strife, find the similarities and strengths and establish clear communication paths to ensure loyalty and success.

Introduction

If you work in Sales or Legal, chances are the end-of-quarter crunch is a scenario you likely know entirely too well. It’s a mad dash to the finish line — closing deals, meeting quotas and driving revenue.

Unfortunately, the quarter-close hustle can put unnecessary strain on the relationship between Legal and Sales. Deal and contract status and rapid-fire communication can result in a lack of clarity, constant status updates and frustration. At best, the scenario is a chaotic sprint but the deals get done. At worst, Sales and Legal work in silos with little transparency, viewing each other as roadblocks instead of partners in shared success.

The good news is that a productive sales quarter-end doesn’t have to be this way. At Ironclad, I’ve worked hands-on with Damon Mino, our Vice President of Sales, to align our teams around shared processes, organization and technology.

And that’s why Damon, who spent years as an in-house attorney before transitioning to Sales, and I wanted to create this guide. Over the course of this playbook, you’ll get a glimpse of the common pitfalls in the relationship between Sales and Legal, how to address them and proven best practices you can use to set your company for success.

Aligning Resources

Every General Counsel knows that today’s legal teams are being tasked to do more with less. At the same time, sales organizations are being pushed to move faster and faster. Inevitably, something’s gotta give, right? Not necessarily.

At Ironclad, our situation is a little unique. Damon is a former lawyer who transitioned over to Sales. Given his background in law, he has an insider’s perspective into both sides of the Sales/Legal equation. He’s felt firsthand the intense stress as Sales tries to track contract redlines at the tail-end of the quarter.

And there’s one thing we’ve learned from each other. Neither one of us ever wants to ask, “Who knows if this deal is ever going to get done?”

Damon and I quickly realized that it’s a lot easier to keep things moving in the right direction — and in sync — if we discuss our available resources and how to best optimize them. Fundamentally, this starts with planning.

Here’s how we approach aligning Sales and Legal:

• Understand the risks of siloing Sales and Legal. Having these teams operating independently from each other is a recipe for chaos and, inevitably, disaster. Inefficient use of legal resources slows the sales process, contributes to frustration and increases outside counsel costs. Legal inevitably becomes a bottleneck and sales reps find workarounds to get their deals done. And who could blame them?To help avoid congestion and frustration, Ironclad’s legal team participates in Sales’ quarterly business reviews. Doing so provides both teams the opportunity to discuss pending or developing deals and prioritize Legal’s time.
• Plan to anticipate volume. High contract volume is a surefire cause of legal bottlenecks. Our Sales and Legal teams keep open lines of communication and understand the expected pipeline goals, which allows Legal to ramp up and support Sales. Such support can include shifting priorities or standardizing contract terms.
• Optimize together. Quarterly reviews aren’t just beneficial for sales teams. Together, Damon and I review the previous quarter’s data and adjust discount ceilings accordingly or review friction points to decrease deal cycles. These adjustments impact both teams, and should be approached as a point of discussion and a chance to identify and implement efficiencies.

Getting Granular With Data

Beyond fostering a culture of collaboration and open communication, there’s one thing that empowers our sales and legal teams to drive revenue even in a crunch — data. Thanks to Ironclad’s digital contracting platform, Damon and I have clear, realtime insights into where deals stand in the approval process. Supplemented by data from a CRM, we can further anticipate deals that are likely to close and how to best facilitate them, reducing the stress of tight turnarounds.

For us, working within Ironclad gives us the technical structure to:

• Leverage data. The most fruitful and meaningful conversations between Sales and Legal should start well before a quarter crunch — and they should rely on data to advise leadership. We base conversations on available data, from Salesforce or a digital contract contracting platform, so both teams can optimize for efficiency. For example, our legal team can demonstrate how much faster deals close when processed on our company’s own paper versus third-party paper.
• Aim for accountability. Strong executive relationships are also founded on empathy. Damon and I often speak candidly with each other about challenges, expectations, processes and protocols for our teams. This way, we are aligned and able to hold our direct reports accountable.Manual contracting processes require deep dives into details, writing time-consuming emails, repeating and summarizing all the relevant points, all of which soaks up valuable time. With a digital contracting platform, all necessary context is instantly available. The latest redlines, key terms and language are all there in easy-to-review audit trails, from the beginning of the deal. p
• Get all hands on deck. One of the essential responsibilities of an executive is rallying those around you. At Ironclad, we focus on encouraging our team members to contribute to planning sessions and we work to remove roadblocks on business or product decisions to better facilitate participation.The more Legal can partner and collaborate with Sales, the more empathy you build. When Sales and Legal trust each other, they’re not going to avoid each other. Instead, you can address issues together as you both help the company avoid undue risk.

Striking the Balance Between Speed and Compliance

Every business wants to move as quickly as possible — especially when it comes to sales. On the other hand, every legal team knows that speed increases risk and opportunity for error. So how do you balance the two?

At Ironclad we’ve found that establishing a mix of organizational best practices and implementing key technology can help facilitate ideal outcomes. Our tactics include:

• Review and prioritize. We take a close look at tiers of terms and conditions, bucketing them into categories of “deal killer,” “important,” “preferred” and “nice-to-have.” This, along with the context of deal size, timing in the quarter and other factors, helps us get on the same page regarding deals.
• Invest in technology. Ironclad’s digital contracting platform helps ensure our alignment, transparency and compliance. Ironclad gives us instant access to the contract data that drives deals. The trends and analyses based on this data, in turn, drive powerful partnerships with Sales and keep things ticking year-round. Even better, Ironclad enables self-service sales contracting — e.g., developing a sales contract from a CRM — to help get deals done quickly within guardrails set by the legal team.

Conclusion

Legal is evolving faster than ever before. We have new tools at our disposal and the opportunity to demonstrate value across our businesses. But the first step in doing so is to strategically align with other core business functions — especially Sales. Ironclad isn’t immune to the challenges surrounding Sales and Legal partnership. By working together, focusing on training and operating with a mind for continual improvement, Damon and I have helped build a culture that doesn’t just mitigate the end-of-quarter crunches, but supports collaborative, meaningful teamwork across Sales and Legal year round.

It’s our hope that this guide can shed some light on the intricacies of building collaborative Sales and Legal teams. Every organization has different goals, but by following this core framework, you can make significant strides toward fostering collaborative teams that share in each other’s successes and are fully vested in driving revenue.

We’ve met with more than 50 clients in the past 12 months and have enjoyed a front seat to the transformation happening across legal departments. Our meetings have reinforced that CLOC’s 12 core competencies are not stagnant and continue to evolve in their application and impact. Here is a taste of what we are seeing you all accomplish. You can use these to plan your next project, benchmark with your colleagues, and to continue to show the value that you bring to your legal departments and companies.

Financial Management: This has evolved into so much more than simply reporting on spend or managing to the budget. Legal departments are overlaying spend against key objectives of the company to ensure that the allocation of legal resources aligns with the strategic priorities of the company.

Vendor Management: We started with preferred vendors and negotiating favorable pricing. Legal departments are working with vendors to solve common challenges in technology, ediscovery, and more. They are also asking vendors for data dashboarding to spot trends and inform future action.

Cross-Functional Alignment: Legal operations roles are often filled with business professionals from within the company, including finance, products and IT. These hires bring with them relationships and institutional know-how, and allow companies to repurpose people, process, and technology used in the business for use in the legal department.

Technology & Process Support: Legal operations is changing the culture of legal departments by driving the adoption of technology and incorporating process-driven workflows into serving the business.

Service Delivery & Alternative Support Models: This is not just about insourcing versus outsourcing. It is about right sourcing the work to ensure that tasks are assigned to the right resource. This allows everyone on the team to focus on the high-impact and high-value work. Legal operations professionals are shining a light on churn and helping legal departments to stop doing tasks that don’t bring value.

Organizational Design, Support & Management: Legal operations departments are no longer behind the scenes. The groups are front and center within legal departments and the business. Legal operations professionals are increasingly leading pitch meetings, panel selection, fee negotiations, and outside counsel evaluations, and have more optics into organizational changes impacting their legal departments.

Communications: Together with their GCs, legal operations departments are helping accelerate change and are creating innovation fluency about the company’s business and legal industry. At legal department meetings, they are highlighting how technology is transforming their business, mapping legal goals to innovation objectives of the business, and are training on skills core to legal operations. At legal department retreats, they are changing the curriculum to include design thinking sessions, technology updates, and data metrics discussions. They are also bringing together outside counsel to share innovation success stories so that they may be replicated across all firms supporting the company.

Data Analytics: Using data, legal operations is changing the conversation about value. What is the business goal for the matter? How will success be measured? Are legal resources aligned to the business’s strategies? Legal operations departments are driving the creation of dashboards to spot trends, inform future action, and identify missed opportunities. They are also capturing knowledge about the performance and use of their outside counsel. This includes tracking who at what firms have done work in particular areas for the company, working toward a future where legal operations can provide predictive analytics on who is best suited to solve a specific problem for the business.

Litigation Support & IP Management: Legal departments are partnering with IT to bring even more of the ediscovery lifecycle in-house. Teams from information security, IT, internal investigations, and legal operations are working together to show how particular license offerings can reduce spend exponentially. They are using advanced features to identify risk before litigation and are reducing their digital footprint with their vendors by 50 to 90%.

Knowledge Management: In response to the needs of the business, especially during periods of rapid growth, legal operations departments are creating on-demand, self-service legal solutions for their internal customers. To do so, they scope what the business needs, how much of the need requires interaction with a lawyer, and what portion can be solved with automation and standardization. These solutions are driven by playbooks, AI and legal bots.

Information Governance & Records Management: Legal operations departments are creating programs that provide the business better access to information so that it can harness data for a strategic advantage and, in some cases, monetize that data. They are driving the creation of policy and procedure that is practical and enhances service to the business. They are also complying with emerging data privacy laws and protecting against data breach and the associated reputational damage.

Strategic Planning: Legal operations leaders are reporting directly to their general counsel and are helping set the strategy and goals for the legal department. They increasingly have a seat at the table and are measuring their achievement and performance against the established goals for the legal department.