In his former job as chief business development officer at Frost Brown Todd in Louisville, Kentucky, James Beckett was hungry to learn how his firm could do better.
“In this highly uber-competitive, commoditized world of legal services, how do we exceed the expectations of our clients and increase our market share and actually have something to differentiate ourselves other than puffery?” he asks. “And I thought there can’t be any other better way than performance.”
But it was often hard for Frost Brown to get that kind of performance data. So Beckett ended up making his own scorecard. He was on the verge of leaving his firm to commercialize that idea when he met Mark Smolik, general counsel of DHL Supply Chain Americas. Smolik had also created his own scorecard for DHL’s outside counsel, and he was also interested in commercialization.
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