How to win In-House business.

This morning team ‘In-house’ voyaged out of Douglas Scott HQ to BPP Law School for breakfast at Pro Manchester’s Hot Topic: Business of Law event. In attendance were some of the North West's top firms united by croissants, orange juice, and a discussion as to ‘What Clients Want’.

Chairman of the C&I Group in the North West Edward Smethurst kicked the session off with some facts and figures, specifically that there are over 25,600 registered In-house solicitors in the UK. As team ‘In-house’ this was a pretty exciting figure to digest, as I’m sure it was for the solicitors in the room working in the North West, the most active market in the UK. Although we work nationwide, our roots are in Manchester and it’s nice to hear that so much energy is being channelled into keeping In-house outsourcing in the North West, and that Manchester is now seen as a credible alternative to the London legal market.

The morning continued with an array of practical tips as to how In-house business can be won; not by a crafty pitch but by really understanding the business and legal team from a commercial perspective, and building meaningful relationships that last. It’s interesting to see the change in approach in how Private Practice is interacting with In-house, and it certainly reflects the personality with which we do business at Douglas Scott.

We were also lucky enough to get real insight from the industry. Steve McDowell, Head of Legal Compliance at BAE Systems PLC, shared some anecdotes both from his experience in Private Practice and In-house. Steve also placed great emphasis on ‘people buying from people’ and the importance of developing partnerships with In-house counsel such that it becomes a collaborative venture, and Counsel aren’t afraid of the ‘taxi meter’ running when they pick up the phone.

Before we headed back to the office with one final croissant in hand, the morning concluded with a clear message to firms in the North West – they have a real advantage and opportunity to work with local In-house Counsel and keep their business in the North West. These firms have local knowledge, stature and quality, local presence, and the opportunity to rival the London market by delivering real value to In-house Counsel.

A brilliant event and all before 10am!  Our thanks to Pro Manchester, BPP Law School, Edward Smethurst and Steve McDowell. 

Olivia Collicott | Recruitment Consultant | In-House

olivia@douglas-scott.co.uk