The Argument That Stopped Working
Hear me talk about it here Pitch arguments and practice positioning that win client mandates in one market cycle often lose their effectiveness in the next, without partners realising when or why the shift occurred. This decay happens because commercial effectiveness relies on offering a departure from what clients regularly receive. However, client expectations are […]
Foreign Sanctions vs. Local Enforcement: What Nayara v. SAP Reveals About Cross-Border Contract Gaps
Watch in 1 min video here On 21 September 2026, the Delhi High Court ordered SAP India Private Limited to restore enterprise support services to Nayara Energy Limited, reverting the parties to their position prior to 24 July 2025, six days after the European Union added Nayara to its sanctions list. The governing instrument was […]
Doctrinal Rigor and Operational Context: Re-evaluating Legal Differentiation in a Changing Market
Here we talk about it here You delete most of what arrives. Last month you read one thing all the way through, and you probably forwarded it to someone. Think about why. It almost certainly wasn’t cleverly written. It was that the sender knew something specific. The author demonstrated immediate, structural insight into a problem […]
The LegalTech differentiation Vendors did not Create
Watch in 1 min video here A company selling software into a legal market usually has to manufacture its own advantage. It builds something competitors can’t, or it reaches buyers they can’t. Saudi Arabia’s legal AI market is interesting because the advantage arrived from somewhere else. The state made three moves in under two years, […]
On Law Firm Websites Every Habit Had a Reason
Here me talk about it here A working manual for law firm website content programmes A law firm website does several jobs. It helps with recruitment, gives journalists something to check, and tells referring firms who to call. But for most firms doing corporate and institutional work, the job that brings in work is narrow. […]
The AI Capability Constraint Law Firms cannot fix via Budget Upgrades
Watch in 1 min video here Across firms in Mumbai, London and New York this year, the same question has been coming up in innovation committees: should we build our own AI capability, or buy it. The instinct to build is easy to understand. It gives the law firm control over its own data, no […]
Founding Order Series Part I: Referral Flow Is Not A Pipeline
Here me talk about it here This is the first in a series asking one question: if you were building a newly spun-out boutique law firm from scratch today, and wanted it to reach a genuinely reliable pipeline in the shortest honest amount of time – what would you actually do, and in what order? […]
Why the Best Legal AI Tool Is the One Your Lawyers Forget They’re Using
Watch in 1 min video here Most legal AI pitches a law firm sits through this year will lead with a number. For example: A platform scored 92% on M&A contract extraction; or, It beat human lawyers on the bar exam; or, It outperformed a competing model on some legal evaluation benchmark. These numbers are […]
For Law Firm CMOs, Getting the Matter Information Out of Partners Is Not the Job
Hear me talk about it here A view comes up often in conversations with managing partners at law firms with long histories: the whole difficulty in legal marketing is getting matter information out of busy partners. Conventional thinking here says that once matter information is in hand what follows is mechanical: feed it to AI, […]
Law Firm Innovation Committees Need to Run this Math
Watch in 1 min video here Many legaltech pitches to a law firm focus on a feature matrix and compare their platform against a few competitors. But relevance doesn’t really reside in what looks like a semantic contract search here, an automated diligence there, and so on. The real decision in front of a law […]