This article showcases several successful initiatives implemented by prominent law firms to improve business practices and employee development. The programs highlight innovative approaches to client management, the integration of artificial intelligence, and the enhancement of sales skills within the legal profession.
Corrs Chambers Westgarth developed a comprehensive client management program for senior associates and special counsel. This involved creating new roles focused on client relationships and providing structured training in negotiation, pitching, and understanding client needs.
MinterEllison encouraged the exploration of generative AI through a fee-credited training program, leading to significant staff adoption of the technology. The initiative included modules on prompt engineering and the safe use of AI in legal operations.
Gilbert + Tobin launched a comprehensive program boosting generative AI use, including training on its proprietary AI tool and external client masterclasses. Pinsent Masons implemented a 12-month integration program for externally hired partners to facilitate their quick adaptation and contribution to firm revenue, which was subsequently expanded globally.
Other firms highlighted include Atsumi & Sakai, which developed a conversational AI system using a professor's lectures and notes, and Ashurst, which introduced a global sales skills training program.
STANDOUT
Corrs Chambers Westgarth: Winner Originality: 8; Leadership: 8;Impact: 8; Total: 24 The Australian firm created a client management programme for 40 high-performing senior associates and special counsel. Its launch, in 2024, involved the creation of two new roles: client relationship special counsel and client relationship senior associates.
Lawyers in these positions are assigned to relationship teams and commit to training that aims to disseminate senior partners’ expertise in dealing with their most valued clients in a structured way across the firm.
Partners lead regular training that includes role-play sessions to help junior lawyers to develop negotiation and pitching skills, along with guidance on managing client relationships.
The objective is to help develop broader business acumen and understanding of clients’ needs, to build business, and also help staff on the path to partnership.
HIGHLY COMMENDED
MinterEllison O: 8; L: 7; I: 8; Total: 23 From January to March 2024, the firm offered 12 hours of fee-credited time to encourage lawyers to explore the use of generative artificial intelligence. The programme included modules on prompting basics, AI’s use in business operations, the safe use of AI and the science of legal prompt engineering.
Nearly 1,400 people completed at least one of these modules, and about 3,800 hours were spent in total, says the firm.
About two-thirds of its staff are now using generative AI at least once a week, compared with MinterEllison’s ultimate target of 80 per cent.
Gilbert + Tobin O: 6; L: 8; I: 8; Total: 22 Last year the firm launched a programme to boost the use of generative AI, with extensive training offered to all employees.
Supervised by an AI steering committee, it included sessions in using off-the-shelf tools and Gilbert + Tobin’s own proprietary GilBot service, as well as external masterclasses for clients’ in-house lawyers, and structured pilots for other AI legal technologies.
Pinsent Masons O: 6; L: 8; I: 8; Total: 22 As part of the firm’s drive to expand in Asia-Pacific, its business development team last year launched a 12-month programme to help externally-hired partners and their teams to integrate quickly into the firm and meet revenue targets.
The scheme provides support in areas such as professional development and market knowledge, and involves regular check-ins with the region’s heads of human resources and business development, the chief operations officer and the global partner coach.
Following feedback from participants, the firm has rolled the scheme out globally.
COMMENDED
Atsumi & Sakai O: 8; L: 7; I: 5; Total: 20 In partnership with Japan’s Kyoto University and consultancy Deloitte Tohmatsu, the firm helped develop a conversational AI system that aims to reproduce the expertise, personality and teaching style of Tatsuhiko Inatani, a professor at the university’s graduate law school.
Trained on unpublished lectures and personal notes, the tool offers law students interactive access to expert guidance while preserving institutional knowledge.
Ashurst O: 6; L: 7; I: 6; Total: 19 The firm’s global development team created Propel, a training programme to improve lawyers’ sales skills.
Launched in Australia last year and now rolled out globally across 26 offices, the initiative aims to teach lawyers how to identify and develop sales opportunities and build relationships with the most valued clients.
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