Published in Managing Partner magazine
December 2015 / January 2016
Many law firms position themselves as having a client-centred strategy but fail to embrace knowledge sharing about clients and relationships. Generally, it is not a paucity of systems which prevents firms from capitalising on their client knowledge. Whilst systems will drive speed and efficiency, it is attitudes that drive effectiveness and enable firms to fulfil the potential of their client base. The term ‘knowledgeability’ best describes the attitudinal and cultural shifts that are needed. Knowledgeability is a collective term for the many techniques by which a firm’s latent knowledge can be transformed into business assets. The key to realising this opportunity is to shape culture to prioritise the sharing of knowledge and relationships.