Bio |

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. Legal procurement has been my focus in the last six years.

I teach courses in law firm management and law firm marketing as a Lecturer in Law at Columbia Law School as well as an Adjunct Professor at Fordham Law School.

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.

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 as well as a number of books, including “Buying Legal: Procurement Insights and Practice and “Winning Legal Business from Medium-Sized Companies.”

I have conducted a number of 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.

I am an editorial board member of the American Bar Association’s Law Practice Management magazine, the Legal Marketing Association’s Strategies magazine, and the Legal Sales & Services Organization’s publication.

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).

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, see my LinkedIn profile.

In the press

Issues editor of Strategies Magazine: The Journal of Legal Marketing

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