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 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
- AmLaw Daily
- Bloomberg Law
- The Bottom Line – California State Bar
- Business & Law
- Corporate Counsel
- European GC
- The European Lawyer
- Georgetown Journal of Legal Ethics
- Herald Tribune
- Inside Supply Management
- Insider Corporate Legal
- Italia Oggi
- Journal of Relationship Marketing
- Juristes Associes
- Law Marketing Channel
- Law Practice Today
- Law Technology News
- The Legal Intelligencer
- Legal Management
- Legal Marketing Magazine
- Legal Tribune Online
- Managing Partner Magazine
- Marketing The Law Firm
- Ms. JD
- MSNBC Business
- National Law Journal
- New York Law Journal
- The New York Times
- Of Counsel
- PM-Forum Magazine
- Professional Services Marketing Group (PSMG) magazine
- Strategies – The Journal of Legal Marketing
- The Wall Street Journal
Issues editor of Strategies Magazine: The Journal of Legal Marketing
- 2012 March/April | The Influence of Procurement on the Purchasing of Legal Services
- 2011 September | Managing With Key Performance Indicators
- 2010 November/December | Marketing Intersections: Tearing Down the Silos
- 2009 October | International Marketing