The legal world needs a tech makeover

Remember Spangles? The boiled sweet (hard candy, if you’re from the US) that everyone thought was the pinnacle of confectionery—until it quietly disappeared and was replaced by Opal Fruits? Or Cabbage Patch Kids, the dolls that had people brawling in stores during Christmas?

What do they have in common? They were fleeting fads, victims of changing trends.

Now, imagine if the legal profession had stayed stuck in the era of fax machines and word processors. It might be running the risk of becoming as outdated as a glow-in-the-dark yo-yo (RIP, mid-90s).

Trends may come and go, but the rapid pace of technological advancements and shifting client expectations aren’t fads—they’re here to stay. For an industry often criticised for its ‘because we’ve always done it this way’ mentality, now is the time for a hard reset.

Business development, value-based pricing, and artificial intelligence aren’t just buzzwords for hip startups—they’re change agents for the legal profession too. Keeping ahead of the curve means more than listening to podcasts—it’s about rethinking how law firms operate, charge, and deliver value.

Staying Stagnant is Riskier Than Ever

Look at what happened to Blockbuster. Once a household name, it refused to adapt to digital streaming and was replaced by Netflix. Hotels once dominated travel, but AirBnB disrupted the industry by offering a more flexible, client-friendly model. Black cabs and Uber. The examples are everywhere. The lesson? Innovate or become irrelevant.

Law firms are no different. Clients now expect services that match the efficiency of an on-demand world—transparency, convenience, and flexibility. They don’t want to wait three days for a lawyer to return a call when a chatbot can answer basic legal questions instantly. They don’t want opaque pricing structures when they’re used to fixed fees and subscriptions in every other industry. The firms that embrace these shifts will thrive; those that don’t will struggle to compete.

21st Century Business Development Techniques

Gone are the days of relying solely on golf course handshakes. Business development is no longer just about who you know—it’s about how well you can position yourself as an authority.

Social media presence: Posting valuable insights and engaging in industry conversations builds trust and credibility on a scale that can’t be matched playing golf.

Thought leadership: Writing articles, hosting webinars, and appearing on podcasts showcase expertise and attract clients.

Client analytics: Smart firms use data to track client needs, predict trends, and offer proactive solutions.

The best lawyers don’t wait for referrals—they actively create demand for their services.

Modern Pricing Models – Billable Hours Are a Dinosaur

Legal clients hate surprises. They want clarity on costs, yet the billable hour still dominates. The problem? It ties value to time spent rather than results delivered.

The Rise of Value-Based Pricing and Subscriptions

Value-based pricing aligns fees with outcomes rather than effort, making costs more predictable and fairer for both lawyers and clients.

Subscription models provide ongoing legal support for a fixed monthly fee, focusing on the long-term relationship and reducing cash flow unpredictability.

The Billable Hour vs. the Future

Imagine two lawyers:

Lawyer A bills by the hour, constantly chasing higher hours to increase revenue.

Lawyer B works on a fixed-fee model, using tech and strategy to provide faster, higher-value service.

Which one do you think has happier clients and a healthier business? The firms that transition away from billable hours will be the ones that attract and retain clients in the long run.

Artificial Intelligence in the Legal World

What’s AI Doing in Law Firms?

AI isn’t a futuristic fantasy—it’s already here. From research and document review to contract drafting and legal analytics, AI is streamlining repetitive tasks and freeing up lawyers for higher-value work. Tools like CoCounsel, Harvey, and ChatGPT are making processes faster, more effective, and less prone to human error.

The Upside: Faster Service = Happier Clients

AI means quicker turnarounds, increased accuracy, and more time for clients. Clients get their answers faster, lawyers focus on strategy rather than admin, and firms see better effectiveness and profitability. Everyone wins.

The Panic Button: Will AI Replace Lawyers?

Not quite. The real risk isn’t AI taking lawyers’ jobs—it’s lawyers refusing to adopt AI and losing clients to firms that do. AI will never replace the need for strategic legal thinking, emotional intelligence, and advocacy. What it will do is make those who use it more compelling, effective, and profitable.

Marrying Tradition with Innovation – Is Balance Possible?

Absolutely. The core of legal practice—integrity, trust, and rigorous analysis—doesn’t change. But how law firms deliver that service must evolve.

At Legal Balance Institute, we call this the ‘Trusted Advisor Trifecta’:

Business development: Strong client relationships based on deep expertise, trust, and proactive service.

Value-based pricing: Client-centric and aligned pricing that reflects client outcomes.

Technology: Modern, tech-driven delivery models that enhance outputs and outcomes.

Lawyers who embrace this approach will not only stay relevant, they will thrive as industry leaders.

The Perils of a Jurassic Legal System

If you’re still clinging to the way things have always been done, it’s time to take a hard look at the future. The legal profession is changing—whether firms want it to or not. The lawyers who move with the times will be the ones still standing in a decade’s time.

Those who don’t? Well, they’ll be sitting next to Spangles and Cabbage Patch Kids in the graveyard of irrelevance.

What’s Next?

If you’re ready to step into the future of legal business development, The BD Breakthrough Blueprint? is the next step. It’s designed to help lawyers modernise their business development approach, build their own pipeline, and win work in a changing legal world. Get your copy today at www.legalbalanceinstitute.com.

That's it for now.

Here's to making it rain!

AI Corner

At its core, AI is focused on productivity: how do get one task done in as short a time as possible, or how to do more tasks in the allotted time you have.

My problem with productivity has always been procrastination. I think too much. As I complete one task, I feel the need to spend the next 20 minutes or so deciding which of my long list of remaining tasks needs completing next.

I use the Eisenhower Decision Matrix to help prioritise tasks, but that still leaves me with a long list.

And that's where I end up stuck. Unless there is a clear 'this task needs to be done by close of play today', I struggle to determine the order in which to do my work. Action is better than inaction, so I'll make a decision, but it takes time - time that is ultimately wasted.

And, sometimes, the procrastination can become so overwhelming - even paralysing - that tasks are left to the last minute and I've compromised my own wellbeing in the process.

Then we came across Motion - an AI task and project management app that prioritises your workload for you and frees you from the overwhelm of procrastination.

To say it has been life-changing feels like an understatement, but it is absolutely true.

I input my tasks, set start and deadline dates, and it syncs with my work calendar to fit the tasks around my meetings.

But here's the real genius:

I have to let Motion know that I've completed a task. If I don't, it will assume I haven't and it will move all my tasks around to make room for that first task at the next available time. This way, I don't overlook any tasks and give myself the best opportunities to meet all my deadlines. Better still, I can get well out in front of my deadlines, which I have done in most cases.

If task management and procrastination are problems for you, or you want to take your productivity to another level, you have to check out Motion. Just click the link here.

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And if you're just starting your journey with AI and want to understand the basics, check out my free 'Beginner's Guide to Generative AI'. Click this link now.

Rainmaking starts with a simple first step

2025 offers so many opportunities for change.

We all know law is a complex sale, which means it takes time to win new work because clients often don't make snap decisions when it comes to transformational events, and trust takes time to build.

So putting the groundwork in early reaps rewards down the line.

This is why I've created a 30-Day Rainmaker Challenge for you: one activity you can complete each day that will ignite your pipeline and create opportunities to transform your legal business.

Each activity can be completed in as little as 15 minutes. And we can all make 15 minutes a day to transform our careers.

You'll find the 30-Day Challenge right here.

If you want to take the journey to becoming a rainmaker (and I'd like to think that's why you read my newsletters!), then this is the perfect place to start.

Download it now!

Unlock your rainmaking potential

The BD Breakthrough Blueprint? is available to buy NOW!

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Here's what The BD Breakthrough Blueprint? can help you achieve:

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Had enough of being ghosted by prospective clients?

Picture this: you've put hours, maybe months, into building a relationship with that prospective client.

The client seemed enthusiastic, and everything looked set to move forward. You had great discussions, exchanged ideas, and even mapped out next steps.

Then—silence. Days turn into weeks, and suddenly, nothing.

You've just been ghosted, and it's one of the most frustrating parts of business development. All that effort, all those promising signs, and now it feels like you've hit a brick wall.

We're excited to announce our brand-new mini-course: Ghosting & The Art of Re-Engagement.

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?? Identify the key moments where ghosting is most likely to happen.

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Fancy a free e-book about lawyers?

What about a free e-book called ‘Bullsh*t & Bollo*ks Excuses’?

All those lawyer conversations I’ve posted about over the years.

All in one place.

You’ll laugh.

You’ll cry.

You’ll despair.

You’ll feel great that you’ve never said some of this… or have you?

Here it is, for your reading pleasure - just click this link.