Given the dramatic shifts in the legal market – especially those driven by technology – the rules for success for law firms and in-house counsel are changing, as well as the rules for how to be effective in your role. Almost everything written about influence in organizations assumes that you are in the ‘ingroup’. In a professional services context, the challenge is to be impactful, both with influencing externally, but also within the firm itself. My research is focused on how to get traction when professionals are not in a position of formal authority, and we will be exploring the practical and actionable findings from this ongoing investigation. Being effective in a legal environment (whether in a law firm or in-house) brings unique challenges, yet there are a range of strategies that will enable you to maximize your impact.

The workshop will be highly interactive and involve a series of exercises. The day will be structured as follows:

• The legal market context – how technology and complexity are changing the rules for success for law firms/legal departments
• The Cassandra Syndrome – why people don’t act on your advice, despite your professional expertise
• Revisiting the ‘trusted advisor’ – what does this mean today?
• Lessons from strategy consulting – what are they doing right and where are they struggling?
• Overcoming corporate inertia
• Ingroup vs. outgroup dynamics – how to demonstrate competence
• The 10 behaviors that will enable you to increase your traction and impact
• Your personal development plan – what action commitments will enable you to be successful?