The legal industry has long debated the value of client panels—do they truly guarantee work, or is there a bigger game at play?
In the latest episode of The Pursuit Desk, new Chief Revenue Officer, Mark Bilson, joins Jason Noble to break down the realities of legal procurement, panel arrangements, and what law firms must do to stay competitive.
In this episode, Mark and Jason discuss:
- The 60% Surprise: Why more than half of legal work is awarded off-panel—and what that means for law firms.
- Are Panels Even Worth It? Some firms intentionally avoid panel participation. Mark explains why.
- The Power of Expertise: How firms can better showcase their capabilities to win business—panel or not.
- The Future of Legal Procurement: What law firms must do to stay ahead in an industry where relationships and AI-driven insights matter more than ever
