Breakfast and Learn Seminar

  • Early Bird Price: $185.00 + HST
  • Deadline: Monday, August 31
  • Regular Price: $225 + HST
  • When: Thursday, September 17, 2015
  • Where: Toronto Board of Trade, First Canadian Place, 77 Adelaide St. W.
  • Registration & Continental Breakfast: 7:00 am – 8:00 am
  • Presentation: 8:00 am – 10:00 am

The legal market is changing fast, and procurement has rapidly moved to the front lines to become a determining force and deciding factor with respect to which law firms get the work.

Procurement leaders from Canada’s top­tier corporate industries — financial services, energy, and pharmaceutical — will share insights on what they like, need and expect when hiring outside counsel.

They will provide perspectives on:

  • The role of legal procurement – more sophisticated than you may think What legal procurement professionals looks for in proposals
  • How to avoid raising red flags that result in self­sabotage
  • Reverse auctions and their role in procurement
  • Building a relationship with procurement – will it help or hinder the process
  • How and at what point in the process law firms most often fail
  • The three things procurement wants to change about how law firms respond to RFPs

Legal Procurement Panelists:

Justin Ergler, Director, Alternative Fee Intelligence and Analytics, GlaxoSmithKline.

Justin Ergler is responsible for developing non­hourly, value­ based Alternative Fee Arrangements for GSK engagements worldwide. The value­based compensation models are designed to strengthen partnerships with key firms via risk/reward­sharing incentives. Justin is also leading an initiative to develop ROI­ style metrics that quantify and capture the value delivered to GSK by successful engagements with outside counsel. These metrics will give the corporate legal function a finance­based performance metric which showcases value.

The success of these two initiatives will allow GSK to achieve the goal of true value­based arrangements by credibly linking fees with value delivered to the company.

Professor Heidi K. Gardner and Dr. Silvia Hodges Silverstein, adjunct professor at Columbia Law School, prepared the case study ­ GlaxoSmithKline: Sourcing Complex Professional Services, funding for the development of the case was provided by Harvard Business School.

Marco Perez, Senior Director, Head of Procurement USA & Legal Global Category (Canada), Royal Bank of Canada.

Marco Perez is responsible for initiating procurement processes for purchasing legal services at the Royal Bank. In this role, he leads a team of 10 procurement specialists dedicated to delivering strong financial benefits, best in class procurement practices and increased innovation from suppliers. His team manages RBC third party spend of approximately $90 MM/year for all categories (except real estate) including legal procurement.

He works closely with the in­house legal team to understand their needs and establish best practices. Building upon successfully maximizing efficiencies and lowering costs he is an advocate for alternative fee arrangements and establishing a win/win relationship with external counsel.

Vincent J. Cordo, Global Sourcing Officer, Shell Global.

Vincent Cordo serves as the Global Sourcing Officer for Shell’s legal team. He is responsible for industry­leading client value pricing and inventory pipeline management proficiencies. He leads appropriate fee arrangements (AFAs) and Legal Project Management strategies related to the evaluation and implementation of outside counsel, pricing/service delivery, value pricing, and matter management. Vincent is also responsible for organizing efficient and capable teams of professionals to align project management and process improvement with business drivers and assigning resources, tools and tactics to help satisfy Shell’s legal business needs.

In 2013, Vincent co­authored and published “Law Firm Pricing: Strategies, Roles, and Responsibilities" and in 2015 published a chapter in the "Legal Procurement Handbook" focusing on Key Performance Indicators to measure value, performance, risk, and impact on spend and recovery. He oversees the strategy and application of each of these areas which drives Shell’s efforts to define and deliver maximum value and quality legal services.

Prior to joining Shell, Vincent was the Global Director, Client Value at Reed Smith LLP a leading international law firm. His responsibilities included Reed Smith's global strategy relating to the evaluation and implementation of Value Pricing, Alternative Fee Arrangements (AFAs), Client Service Level Agreements and Legal Project Management (LPM).


Nancey Watson, President, NL Watson Consulting Inc.

Nancey is a proposal consultant working with law firms
to improve their responses to procurement­led RFPs and develops strategies to increase win rates. She is often called in to strategize complex proposals. Nancey is adept to work with in­house counsel and procurement to tailor RFPs for law firms.

AuthorJohn Murray