Business Development Inc.

  

How to Have the AI Conversation Your Clients Want & Expect

Law firm clients are already thinking about how their outside law firms and lawyers are using AI on their matters.

Most clients are waiting for their lawyer to raise it and most haven't.

KPMG reported that 82% of general counsel expect their law firms to clearly explain how they use AI. Yet a Thomson Reuters survey found even heavy AI users fail to discuss it with most of their clients.

One in-house leader told me her company currently uses 12 outside firms and plans to cut to 6–8 in 2027. Only one has raised their use of AI with her. That firm is at the top of her keep list.

Silence does not equal satisfaction. Clients rarely say they're unhappy – they just stop sending work.

Here are 5 ways to start the conversation, from the live stream titled, "The AI Conversation Your Clients Expect: Five Ways to Keep, Win and Grow Work" presented by Julie Savarino and Guy Alvarez:

1.           Start the conversation before the work stops:

 Offer a free year-end review before 2027 budgets are set. Ask:

 – How is your team using AI? What work do you now keep in-house?

– May I take a few minutes to explain how we use AI on your matters?

– Is there anything about our use of AI that concerns you?

 2.           Use their outside counsel guidelines (OCGs):

Use a firm approved AI tool to compare their AI OCGs with your firm's AI policy and then close the gaps. Lead with what the client gets – speed, quality and cost – not your compliance.

No AI guidelines? That’s a great reason to start the conversation.

3.           Raise pricing before the client does:

- Consider proposing a predictable fee for 1 recurring matter, phase or task.

- Don't promise savings. Commit to reviewing the fee together on a set schedule.

- Prepare for: "If AI makes you faster, why isn't the fee lower?"

Remember: clients pay for your judgment and experience, not the hour.

 4.           Show AI's value in pitches without over-promising:

Cut claims that read as guarantees, like "near-perfect accuracy." Replace them with verified client outcomes – in your firm's voice.

 5.           Find new work AI has created for your clients:

Use a firm approved AI tool to find and list the AI-related legal issues each key client will likely face. Verify the output. Then, bring 3 questions to your next conversation.

Next step: pick one client and plan and schedule the conversation soon.

Watch the recording free here: https://www.linkedin.com/events/7515466419522764800/