can’t be arsed

I am hungover and can’t be arsed to do much, but this dam thing is a commitment I promised I would keep and so here we are ladies and gents.

Writing this on the train on the way back from a decent little event in the middle of the UK - us brits would say tup north.

The feedback on selling the Law:

Sales is evidently getting harder especially at the top end of the funnel. Getting people into process seems to be a sticking point.

I can only share the things we see working for us.

And yes, it’s scary but how can you give true value without expectation to in-house teams and law firms? Not a generic one-pager about ROI on your AI solution.

I mean something you could probably charge for, but choose not to—and keep doing it consistently. A good friend of mine (and fan of the blog) once said:

“people forget you painfully quickly.” The challenge is: how do you stop that happening?

In LegalTech recruitment land, we do it through this newsletter, our quarterly breakfast meeting (video in edit), and working directly with execs who are looking for their next role. It’s a shift away from waiting for roles to appear. The theory is simple: if we do a good job and they’re senior enough, we’ll build goodwill and reputation at the top level.

The question to you is simple: what are you willing to give in order to build that value and commitment with your prospects or clients?

I am off to drink 8 pints of diet coke

ttfn

rob johnson
DealTechno - powering the world’s LegalTech companies with exceptional humans