The quarterly publication of the International Legal Technology Association
Issue link: https://epubs.iltanet.org/i/43128
When the Timing Is Right: Making a Business Case for More Staff the value of a fee-earner hour, then you have found additional revenue. Whatever you do, make sure your statistics will stand up under scrutiny. Be prepared to show how you arrived at your numbers. When you compute cost, explain what the elements are and why you used them. When you talk about ROI, show the calculation. You also need to determine if management will only be satisfied by a quick payback, or if it will be satisfied with a longer-term investment. Then, pattern your presentation to fit. Numbers can present convincing arguments if you use them effectively. Can you measure the effect on the productivity of a fee earner and convincingly show that you can increase it? If you can affect the productivity of the fee earners in the firm or corporation, this can create a very effective stepping-off point in your presentation. And, Back to Timing You must be ready to accept, particularly in this economy, that the timing might just not be right to add staff. If this is the case, don't give up — just step back, hone your presentation, address the cost savings, productivity advances and profitability increases and wait for the right moment. ILTA Management Buy-In Having the backing of a senior manager or senior partner for your proposal is a crucial ingredient; make sure that your champion is an individual with influence. If you lack this backing, it will be like going into battle unarmed. If you are looking to add a position to your IT staff, try to get the backing of a senior partner on the technology committee. It might be easier to get the backing of a partner on the real estate committee because of your relationship, but it will have significantly less influence with the firm or corporation's decision makers. Have a few informal conversations using some of the points you've developed along with the statistics that lead to your justification and finish with your return on investment. See how receptive a friendly decision maker is to your proposal and then ask the individual to play devil's advocate during a trial run of your presentation. If the result of this discussion is negative, discuss whether it is just bad timing or if something is lacking in your talking points. Once you get a positive reaction, you need to start talking to other mangers and get their buy-in prior to making your official request and presentation. This is one time where the element of surprise is not an advantage. The more work you do to softly sell your proposal to your peers and consider suggested changes that will make it more acceptable to senior management, the more likely that your formal presentation will be successful. Survey Says . . . ILTA recently polled it's members to gain insight into their personal career development and resume-bolstering activities. OF THE FOLLOWING CAREER- BUILDING ACTIVITIES, IN WHICH DO YOU PARTICIPATE? Speaking opportunities Authoring articles and/or books (all respondents also participate in speaking opportunities) Authoring a blog (all respondents also participate in speaking opportunities) Doing all three: speaking opportunities, authoring articles and/or books and authoring a blog 6% 41% 31% 12% Cathy is the Executive Director of Martin Clearwater & Bell LLP (MC&B), a 100-attorney New York litigation firm. She has been with MC&B since 1997 and is responsible for finance, technology and human resources. Prior to joining MC&B, Cathy was Vice President and Director of Administration for the legal department of Chase Manhattan Bank. Cathy has been a member of ILTA for over 15 years and has held a variety of positions within ILTA, most recently serving on the board of directors. She is on the board of the LEDES Oversight Committee (LOC) and is an active member of the ALA. Cathy has been a speaker at a number of ILTA conferences, Legal Tech meetings, National Law Journal seminars and other legal and technology industry meetings. She can be reached at reillc@mcblaw.com. Peer to Peer the quarterly magazine of ILTA 63