5 F. CASE EXAMPLE
Teaching corporate counsel Key Performance Indicator principles
Kevin Doolan, Partner, Eversheds
Timing: October 2010 to present, in the UK and Europe, and recently in the US
As a result of many conversations with corporate counsel internationally, Eversheds identified
a genuine requirement for in-house counsel to talk facts and figures to their business leaders,
particularly at a time of increased corporate cost-cutting. In particular, we found that corporate
•;to be able to prove, in hard numbers, the value that the in-house team provided to the
business and to be able to justify every in-house position,
•;to show that they were actively managing their external law firms driving best value and
measuring performance, and
•;to demonstrate that they were being proactive using numbers to show real improvements in
performance, and to be able to show the cash effects of that work.
Goals and measures
Our objective was to provide training to support senior corporate counsel to:
1. Work with the in-house team to better use statistics to prove that their value considerably
exceeds their cost.
2. Pass on Eversheds own experience of how best to manage an external law firms. In effect,
we act as “poacher turned gamekeeper” to show clients the best measures and performance
metrics that can be applied not just to our firm but to all external providers in order to make
sure that costs are minimized and that best behaviour is rewarded, and to provide clear
evidence of active provider management.
3. Show the savings being achieved from ( 2) above.
4. Use imaginative approaches in which our firm has been involved, to show corporate counsel
how they can be proactive creating timetabled projects to deliver measurable savings and
performance improvements, and to create funding for those projects out of the savings
Roles and action steps
Our partners with particular in-house experience deliver these tailored workshops on KPIs to in-house counsel. The program gives in-house counsel tools to enable them to design and implement
metrics, systems and processes necessary to reduce costs and improve their own team’s efficiencies.
The program teaches them how to use these metrics, systems and processes to develop a measurement
framework to regularly assess external law firm performance and value.