Law Firms Don’t Have a Selling Problem, They Have a Memory Problem

Law firms are at a variety of stages of AI strategy development, adoption and organizational maturity. While there are many important decisions being made on how to frame, structure, and evaluate these tools into legal practice, firm leaders are also considering the long-term impact on their firm’s business strategy.

Becoming an AI-savvy lawyer takes more than mastery of the technology, it's about building the right mindset. The fundamentals of practicing law and working with clients still matter, and human judgment, empathy and communication are the differentiators.

The legal industry continues to treat business development as though it is primarily an attorney behavior issue. It is not. The firm absolutely has the expertise, but what it lacks is retrieval speed and accuracy.

The next real divide in the legal market is unlikely to be intelligence. The divide will be between institutions that can reliably retrieve and deploy what they already know and those that cannot. The firms that win will be the ones that can surface the right knowledge, in the right hands, before anyone else does.