Selling to Law Firm Partners

Anyone have any experience selling to big law partners?


SaaS company that automates a very labor-intensive part of discovery. The tech guys at firms love to learn about our tech and compatibility with current systems, but the partners are indifferent most of the time (and they're usually the ones that would be affected by this new tech when it's used on their matters).


Had some success with finding younger partners that like tech, but how else can I pull the more traditional antitrust & litigation partners?

🔎 Prospecting
👑 Sales Strategy
11
1nbatopshotfan
Politicker
3
Sales
I’ve sold to lawyers for 15 years now. It’s sucks. 

For a technology, go around them whenever possible. Look to eDiscovery specific lawyers they’ll be more tech savvy and comfortable onboarding tech. Target knowledge management, innovation, eDisc, applications team and of course the CTO and CIO. Getting their buy in and then the partners is easier. 

Your skin will be thick very soon. 

I’m also happy to add more if you have other specific questions. 
CuriousFox
WR Officer
4
🦊
Very excellent advice here. Thank you!
1nbatopshotfan
Politicker
1
Sales
Happy to help! It’s a tough niche but can be valuable. 
emooney
Opinionated
3
RSM
Selling to lawyers is tough. Second only to surgeons IMO. Agree with other comments, go to CIO and have them push. Every minute a partner (at law firm or surgical practice) spends non billing is time lost for them.
CuriousFox
WR Officer
4
🦊
Dude. I felt this. 
SaaSguy
Tycoon
2
Account Executive
They are usually pawning off tech stuff to consultants and staff to evaluate. I also noticed they like the "all in one" solutions not piecing together a tech stack. 
Mobi85
Politicker
1
Regional Sales Manager
Only thing almost worse than lawyers is taxes and we all hate taxes.
SaaSam
Politicker
1
Account Executive
There are (usually) 2 kinds of Lawyers. Those that only care about billable hours, and those that only care about actually litigating in a court room. 

That being said I find it best to go through someone lower on the totem poll that can put a bug in their ear about how much your solution would help or someone higher up that isn't a practicing attorney and understands the value of what you're offering.

If you absolutely have to speak with the Attorney's themselves, use as few words as possible to convey how your solution is going to enable them to spend less time on something that doesn't matter to them so they can focus on what does. Again, usually courtroom litigation or billable hours.

Remember, the longer you take to convey your message, the more they're going to wish they could send you a bill for their time.
TheOverTaker
Politicker
0
Senior Account Executive
Selling to lawyers sucks ass. They all just think they're better than you....sorry no advice...just wanted to let my feelings be known
sugardaddy
Politicker
0
Head of Sales
The process from start to finish is extremly long. I repeat EXTREMLY LONG! Be prepared for that ;) 
Flippinghubs
Opinionated
0
Account Executive
Echoing what everyone else is saying here, tough selling into lawyers 
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