Published in The Times 12th April 2003
'Profiting from the law'
Sir, I spend most of my life advising lawyers on how to “sell” and manage their firms in a profitable way. I agree with Mr Justice Lightman (Law, April 8) on how the profession is in danger of failing its clients. However, my diagnosis of the cause is different. In my experience it is not that running law firms as businesses necessarily comes with “ . . . a high price for their clients and the public interest”. The price attaches to those that have been badly advised, or not advised at all, in how to run the firm profitably and in the interests of clients.
Few lawyers deliberately act outside the best interests of their clients, but when they are being exhorted to “get a greater share of the client’s wallet” they find themselves looking for work, not looking out for the client. And you don’t have to be greedy to look greedy.
Done badly, business and client development can lead to both exploited clients and a massive loss of confidence and trust in the profession. Many clients we speak to wish their lawyers would stop selling for a moment and listen to them.
Firms that are managed in the best interests of clients and build relationships on trust will succeed in the long term — even if this means short-term opportunities are passed to others who are in a better position to provide the right advice.
Being a profession does not preclude greed and sharp practice. Working as a professional business should mean the client gets the best of all worlds — excellent commercial advice in the client’s best interests, delivered by (a firm of) completely trusted advisers.
Yours faithfully
Paul Denvir
Partner
The PACE Partnership
PACE House
Churchfield Road
Walton-on-Thames
Surrey KT12 2TZ
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