Jaap Bosman and Vincent Cordo. Book on the realtionship between law firms and clients. Value Matrix and Creation-Production-Devide "Transforming relationships between law firms and their clients" About the book During the past 50 years or so the relationship between clients and their lawyers has fundamentally been the same. For sure the 2008 Financial Crisis rocked the boat a bit, but things soon went back to normal. In general, despite occasional critical words, clients are happy with their lawyers. Relationships tend to be loyal. Despite ‘daily’ communications, there is however surprisingly little dialogue. Law Firms have limited understanding of the inner workings of their clients and vice versa. This book will explain in detail what the drivers are on ‘the other side’. In doing so the book will explore how the use of data analytics will soon transform the legal industry and how the relationship between law firms and their clients must be reinvented to enable law firms to still be profitable while clients receive better value. A must read for anyone working in the legal sector! Free updates and information sharing The topic of this book is the ever-evolving relationship between clients and their law firms. Due to the growing popularity of Legal Operations, technological developments and the rise of Alternative Legal Service providers and other market disruptors, it is impossible to publish a book that is completely up-to-date. We have therefore created a website www.bosman-cordo.com through which the information in the book will be complemented and updated. We will share information, statistics, and graphs with you as our reader for free. So, visit the website regularly and use the opportunity to share your thoughts and let us know what you would like us to publish next.

this page still functional but outdated - please visit our new homepage Leadership development and transition TGO Consulting assists managing partners and law firm leadership in carrying out their tasks and develop techniques to be more effective in their leadership role. We not only know the business of law like few others, above all we understand the inner workings of the partnership. This understanding is key to getting things done and effectively moving the firm forward. We offer individual coaching and operate discrete and behind the scenes. Coaching sessions at regular intervals provide an effective learning curve and a continuous feedback loop. Qualities that make an excellent partner become a hindrance when managing the firm. Once a partner is elected into a management role, he or she enters a whole new ball game. Managing the business and managing your fellow partners requires an entire new set of skills. The TGO Centre for Entrepreneurship offers effective in-house training in essential business development skills. Ask for more information on how we could provide training to your firm's leadership.

this page still functional but outdated - please visit our new homepage Being an excellent lawyer does not automatically coincide with being a great entrepreneur Being an excellent lawyer does not automatically coincide with being a great entrepreneur. On the contrary, one could argue. TGO Consulting helps law firms to formulate a successful business strategy. However, even the most brilliant strategy will be ineffective when not properly and consistently executed. That is why the TGO Centre for Entrepreneurship has been set up. We have developed effective and to-the-point programs to educate and train lawyers in the different aspects and skills that combined create the tools and the attitude to become more entrepreneurial as a practicing lawyer. Our approach has proven to be highly effective. No fancy theories, no fancy exercises. Just the key things you need to know. Currently we offer the following modules: Leadership in entrepreneurship for managing partners and practice leaders Advanced entrepreneurship for partners The programs are preferably done in-house at a law firm, Request our information package now

Global best seller. Published by the ABA. Chinese edition available. Business of Law explained. Must read. "Some law firms might be only steps away from collapse and still they are totally unaware." published by the American Bar Association "Death of a Law Firm is full of important insights about major law firms today: their strengths, weaknesses, and eccentricities. The author knows this world in complete detail and pulls no punches in his analysis of critical business and organizational issues. This is a book not to be missed." - James R. Silkenat, former President of the American Bar Association "Jaap presents precious and thought-provoking ideas in an engaging and entertaining style, giving valuable insight into how law firms operate and what threats they face. Though you may agree or disagree with his sometimes provocative and rebellious opinions, the book is surely an intriguing must-read for all lawyers who take themselves and their future seriously!" - Dr. Orsolya Görgényi, LL.M., former President of the AIJA "Death of a Law Firm is a fascinating read that challenges the status quo and taps into our senses, showing how to increase your probabilities of success. Each chapter is a constant challenge to the traditional approach - providing many 'aha!' moments." - Vincent J. Cordo, Central Legal Operations Manger, Shell ‘Nothing fails like success’. Business law firms have what is arguably one of the most profitable business models in existence. Profits have soared over the last decades and many partners make well over a million dollar a year. Even the 2008 financial crisis has not been able to change that. Lawyers can be forgiven for being convinced they are doing something right. Death of a Law Firm , is a provoking book that carefully dissects the business model against the changes that are going on in the market. The book demonstrates that increasing commoditization, increasing partner mobility and the way partners work together and take decisions, create a toxic mix that might become lethal. The combination of hard core economics and behavioural insights that make this book unique and powerful. A must read, not only for partners wishing to steer their firm clear of the abyss, but also for anyone working in the business of law, including associates and staff, or even for law students aspiring a career. To buy a copy please go to ABA bookshop or to Amazon.com To find out more about the book, please visit www.deathofalawfirm.com . The book has been translated into Chinese and published in 2017 by Law Press China: 中法图正版 律所再造：律所革命的宣言书 The Chinese edition is available here .

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TGO Consulting - Award winning strategy consultants for the legal sector. Serving a global clientbase. Enhancing law firm profitability. what we do TGO Consulting are award winning business consultants focusing on the legal sector. We have a strong client base spanning most of Asia, Europe and the Americas. Our approach is fact based and result driven. We help our clients to maintain or improve their profitability. We work on the basis of a Financial Business Analysis© for which we have developed our own unique standardized model. This FBA© will highlight low hanging fruit and provide a benchmark against the market. Having decades of experience in the legal industry, we know the dynamics of partner groups inside out. During the process this will help overcome resistance and create buy-in. "everything must change for things to remain the same" - Guiseppe Tomasi di Lampedusa - Latham & Watkins vs Kirkland & Ellis? Back in the office Requiem for a Lockstep articles of interest about us If it comes to serving a global client base and experience in working in different jurisdictions across the world, TGO Consulting is second to none. While understanding your home market and culture, we bring a wealth of experience in best market practice around the world. We know the legal industry inside out, past, present and future. We know your competitors and we know your clients. we strongly focus on enhancing our clients’ profitability the power of truly offering global best practice our new book - LAW FIRM PARTNER COMPENSATION - is the most complete and authoritative treatment of the subject ever written. The book covers every major compensation system — lockstep, eat-what-you-kill, modified lockstep and black box — alongside the psychology, culture and strategic dimensions that formal analysis almost always misses. It addresses the impact of AI and private equity on compensation models, includes a dedicated chapter on China, and draws on insights from the US, Europe, Latin America and Asia. Co-authored with Jaime Fernández Madero. Available on Amazon and through bookstores worldwide. Order on AMAZON a new concept There is no linear relation between time and value. We created the Creation-Production-Divide Concept©, a revolutionary new way to explain where the value is. This concept will fundamentally change the business of law. we strongly believe being a lawyer is about human skills a human-centric approach Being lawyers ourselves and having gained almost two decades of experience in private practice and in-house, we understand the dynamics of the partner group like few others. Although we always focus on our clients’ financial performance, we are strongly aware that the business of law is a human business before anything else. Understanding peoples’ drivers and behaviours is key to achieving lasting results. power curve Succession remains a sensitive and complex topic. The TGO power curve© analysis immediately shows succession and leadership vulnerabilities in the firm. This is just one of our data-based models in use. in the press 1/1 Interview on legal technology in La Gazette du Palais 未来十年，律师事务所的五大趋势 Article on the future of the legal profession Feature article in ACC Docket on how to prioritize for inhouse lawyers

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this page still functional but outdated - please visit our new homepage Lateral hires & law firm mergers Law firm can either grow organically or through lateral hires or merger. We at TGO Consulting help our clients in defining the best strategy making the right decisions. We know the opportunities and pitfalls associated with lateral hires [read our blog post ] and we know the gains an losses that comes with mergers. We help our clients with post hire/merger integration, immediately creating extra value for the firm. We provide a service doing due-diligence on the book of business of the new partner(s). This service is extremely discrete and has proven to reduce the risk of a disappointing revenue later on. TGO Consulting will help you assess more accurately what clients and how much business the new team/partner will bring. The legal market has become a global market. Clients have ventured all over the world and often they want their trusted law firm to follow. For decades law firms have been following their clients when they started doing business abroad. Some of these international offices have been profitable, but unfortunately the majority has not. Partners and lawyers on expat allowances turn out to be costly, while the opportunities to generate local business are limited. TGO Consulting assists law firms in remaining entrepreneurial, while avoiding the financial pitfalls at the same time. There is a clear tendency towards consolidation in today's legal market. Substantial investments will be needed to keep up with technological evolution. These investments and the investment needed to attract talented lateral hires are in many cases beyond the scope of an individual law firm. In these situations a merger could make sense. TGO Consulting guides law firms through the perilous process of finding the right match, doing the due diligence, the process of decision making and the subsequent integration after the merger. ask more info

this page still functional but outdated - please visit our new homepage “TGO Consulting has the power to think out of the box” The world is awash with consultants that share wisdom from the past. Some of them even once had impressive careers as managing partners. Others have gathered wisdom without ever having been in 'the trenches'. We at TGO Consulting believe that the strategies that have worked well in the past are not necessary what is best for tomorrow. If you do what you did, you get what you've got. In order to navigate the future fresh, critical and independent thinking is needed. No recycling of old tricks and no parroting other people. We at TGO Consulting will always keep thinking out of the box. We have an unparalleled ability to innovate. Please subscribe to our weekly newsletter to learn more TGO Value Matrix© When doing the research for our second book ‘Data & Dialogue, a relationship redefined’ we have had conversations with some of the world’s leading CEO’s, GC’s, MP’s and academics. It became apparent that there was no workable model to define what is ‘value’. That is why after a lot of thinking, testing and hard work, we have developed the TGO Value Matrix©. The Value Matrix shows that ‘value’ is defined by the Return On Investment for the client (to what extend the investment in legal fees contribute to bottom-line profit) and Commoditization (the number of experienced lawyers, qualified for the matter). The TGO Value Matrix© is validated by data and is a prime example of our unparalleled ability to innovate. The concept of Creation – Production divide © At TGO Consulting we believe that it is vital to look beyond our assignments at hand. That is why we structurally dedicate time thinking about the legal industry. We noticed that the time spent by a lawyer has no relationship to value. Things that add tremendous value, do not necessarily take a lot of time. Things that take a lot of time do not necessarily add value. That is why we have developed the concept of Creation – Production divide©. This is again a great example of our thought leadership and our power to innovate. It will potentially change the very fundament of the business of law. Articles, round-tables and lectures Our founder, Jaap Bosman, is considered on of the world's thought leaders on the future of the legal profession. He is a regular contributor to the ABA Journal, Bloomberg, Law360 and other leading publications across the world. He is regularly invited to teach and give lectures on the business of law at both public and private events all around the world. TGO Consulting regularly organizes round-tables, bringing together lawyers and clients.

this page still functional but outdated - please visit our new homepage Process deconstruction & re-engineering TGO Consulting helps law firms with proper analysis and fundamental process deconstruction and re-engineering. Business process re-engineering (BPR) is a business management strategy, originally pioneered in the early 1990s, focusing on the analysis and design of workflows and business processes within an organization. BPR aims to help organizations fundamentally rethink how they do their work in order to dramatically improve customer service, cut operational costs. In the future the discussion will no longer be about the hourly rate, but about time spend. Clients will initiate a drive to dramatically improve the efficiency of the workflow and of how the work is done and at what level of seniority. This new reality will require a fundamentally new way of working for law firms. A new way of working that goes far beyond the implementation of 'project management'. It will require a complete overhaul of the traditional way of working and a completely new set of incentives and accounting tools. Today all but a few law firms experience pressure on price. Increasingly clients have demanded discounted rates or have negotiated Alternative Fee Arrangements. Ever since the financial crisis clients have put efforts to lowering their annual total legal spend. Up till very recently with limited success. Recently a new trend emerged with clients focusing on increasing the efficiency of the cooperation with external legal advisors. Data analytics are employed to create benchmark numbers and identify any inefficiency in the way matters are handled. Focusing equally on inefficiencies on the law firm side as well as on inefficiencies on the client side. Contact us and find out how TGO Consulting could help you.

TGO Consulting - Award winning strategy consultants for the legal sector. Serving a global clientbase. Enhancing law firm profitability. Law firm leadership Business-process analysis and re-engineering Partner performance and compensation Financial analysis & data analysis Succession planning Digital transformation Market positioning & strategic practice development what we do TGO Consulting is an award-winning business consultancy targeted at the Elite law firms in any jurisdiction. We have strong client base spanning most of Asia, Europe and the Americas. TGO Consulting is one of the few, if not the only, strategy consultant in the Legal Industry that is truly capable of bringing 'Global Best Practice' to its clients. Our clients are able to maintain their tier-1 position because they have never become complacent. They always remain extremely ambitious to be even better. Law firms that need help most are the hardest to help. Most mid-tier firms are mid-tier for a reason. We cannot change that. It all starts with ambition. That is why we focus on the Elite. For our clients it is not just about being in the first-tier; it is about being number one. Our clients want to be the winners. Our clients remain hungry to forever increase their share of the most challenging and interesting cases for the world's leading companies. "you need the skill and you need the will, but the will must be stronger than the skill" - Muhammad Ali - We know the business side of law like few others. Even more important perhaps is our unparalleled experience with the dynamics of a partner group. We don't sell 'fear', we create 'opportunity'. TGO Consulting has the unique ability to find creative and innovative strategic solutions. We are aware that any strategy in the end is as good as it's execution. We employ a fact-based approach. We typically start with a Financial Business Analysis© for which we have developed our own unique standardized model. This FBA© will typically highlight low hanging fruit and will immediately lead to a higher profitability for the firm. Typically, this is in the range of 5 to 10%, although we have seen profit increases that were higher. The FBA© will also provide a benchmark against other leading law firms in the same and comparable jurisdictions. Benchmarking against best market practice provides our clients with indicators against which we can later measure progress. The Financial Business Analysis©, in combination with a market analysis and an analysis of the strengths and weaknesses of the present partner group will create a solid foundation for defining the strategic objectives for the firm. Together with our client we define a clear, relevant and realistic strategy that will lead to more profitability and a stronger position in the market. We do not waste time on things that do not contribute to our clients' bottom line. Few legal industry strategy consultants have so much in-depth experience in working with partner groups as TGO Consulting. We know the dynamics of partner groups inside out. During the strategy process we will help overcome resistance and to create buy-in from the partners. Read More

Jaap Bosman - award winning strategy consultant for the legal sector. Founder and CEO of TGO Consulting jaap bosman Jaap Bosman is founder and CEO of TGO Consulting, a strategy boutique advising elite law firms and premier legal departments across Europe, the Americas and Asia. He is widely regarded as one of the world's foremost strategy consultants to the legal sector. What sets him apart is not seniority or scale: it is a consistent ability to see what others in the field have not seen yet. The frameworks he developed — the TGO Value Matrix©, the Creation/Production Divide©, the TGO Power Curve©, and the 7-Core Dimensions© — are now standard reference points in legal market analysis, and were original when they were published. That originality has roots in an unusual background. Bosman studied at the Design Academy Eindhoven before reading law at Tilburg University, graduating with honours. He then spent fifteen years in legal practice. It is the intersection of those disciplines — design thinking, rigorous legal training, and senior consulting experience — that produces the quality of thinking his clients come for. In 2013, the Financial Times recognised him with its first-ever Innovative Lawyers Award for International Strategy. He was also the first non-American to receive the Thomson Reuters and Hubbard One Excellence in Legal Marketing Award (2011). He has written four books on the business of law, most recently Law Firm Partner Compensation (2026), co-authored with Jaime Fernández Madero. He has contributed to the ABA Journal, Bloomberg Law, and the ACC Docket, and lectures internationally. Read More speaking engagements Jaap Bosman is an experienced speaker at conferences and regularly facilitates discussions and workshops during partner retreats. His speaking topics include the economics of legal services, global strategy and business planning, pricing, the dynamics of a partner group and the impact of digital technology on the legal sector. Check availability

this page still functional but outdated - please visit our new homepage TGO Consulting Reputation Index TGO Consulting has developed a unique method to visually show the reputation strength of the leading law firms in a country. The reputation is calculated on a mix of external data and TGO Consulting's own assessment. We employ a balanced scorecard that does not favor large size law firms of well known brands. A countries leading boutique firms are equally represented. Clients' feedback weights heavy in the method that we use.

this page still functional but outdated - please visit our new homepage Data analytics and predictive analytics TGO Consulting helps both law firms and in-house legal departments alike with the analysis of matters across departments in order to gain the insights that are needed to enter into viable alternative fee arrangements and to optimize efficiency. Legal Project Management and Legal Operations will hugely benefit from the new insights and will become far more effective. We believe that the use of data analytics to improve efficiency will prove to be key in the development of the legal profession. Today’s world is largely driven by data. Data analysis can provide businesses with valuable insights that help enhance profitability, performance, business development and client satisfaction. TGO Consulting has developed tools and methods to look beyond the data typically provided by the finance and accounting department of a law firm. We are able to analyze data from a business perspective which we can benchmark against our own dataset which is build on many law firms and different markets. This analysis will help identify opportunities and vulnerabilities and has proven to be tremendously useful as management tool. We at TGO Consulting believe Prediction & Prevention will be the next step as it comes to the use of data in law. Today we already use data analysis to help predict the outcome of a litigation. Currently we are working in cooperation with some of the leading universities on the development of algorithms that will help predict when and why certain legal issues might arise. Over time these technologies will help to substantially lower legal spend and the strain on the courts by preventing certain legal disputes from happening. To find out how TGO Consulting can help your organization gain insights from data contact us.

TGO Consulting - Award winning strategy consultants for the legal sector. Serving a global clientbase. Enhancing law firm profitability. offices AMSTERDAM Grote Bickersstraat 74-78 1013 KS Amsterdam Netherlands +31 648 97 89 50 NEW YORK 230 Park Avenue New York, NY 10169 United States TGO OFF-SITE RETREAT Yllestads Skola 1 521 95 Kättilstorp Sweden +46 73-066 63 15