Optimising your Procurement and Pricing of External Legal Services Workshop

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1 Optimising your Procurement and Pricing of External Legal Services Workshop Presented by: Ignaz Fuesgen and Jeetesh Kathawaroo (Directors and Founders of Avuka Training and Coaching) Why should you attend? Doing less for more an almost pervasive mantra in the corridors of in-house legal departments these days. Undoubtedly, increasing efficiency will result in being able to focus on more strategic work (40% of respondents found this to be the top benefit according to the Thomson Reuters 2016 Legal Department In-Sourcing and Efficiency Report). More importantly, it reflects the pressures faced by in-house legal teams to align the department with increasingly higher expectations of adding more value as an enabler and offering a more sophisticated service portfolio to corporate operations whilst reducing expenditure. The appropriate quality of partnering with external legal counsel is instrumental and requires an iterative improvement process led by the in-house legal department. This workshop will deal with two core elements in that regard: Identify and achieve the right price (value for money) for external legal advice; and Change the way of working with (preferred) outside counsel and panel firms. It should be noted that the journey towards a more value-adding relationship with your external legal counsel is a change management process, aiming for a win-win outcome, but also considering internal stakeholders such as procurement and finance. On completion of the workshop delegates will: Understand the current evolution of the Legal Department from tactical to strategic buyers of legal services; Have insights into current trends and applicable models in pricing of legal services; Be better prepared to engage in a pricing discussion (scope, balance and change management); Be equipped to introduce or enhance external legal procurement processes in relation to (preferred) legal suppliers and procurement panels.

2 OUTLINE OF THE WORKSHOP MODULE 1: INTRODUCTION Why are you here today? The Legal department from a tactical to a strategic buyer Trends and developments in legal procurement Stakeholders in the legal procurement process Technology-enablement Achieving a win-win outcome MODULE 2: CONTEMPORARY FEE MODELS & TACTICS Motivation to pay a certain fee Dimensions of fee models Detailed discussion of each fee model (time-based, budget-based, outcome-based, value-based) Non-billable, value-added services Pricing vs. Billing MODULE 3: CHANGE MANAGEMENT SUPPORTING THE FEE DISCUSSION Tactical aspects for guidance Building trust and communication! Where to start the process? MODULE 4: MAKE OR BUY AND LEGAL PROCUREMENT Make or Buy assessment, potential KPIs and other considerations Overview legal procurement models Difference between a preferred supplier model and a panel Types of panels MODULE 5: CONDUCTION A PANEL SELECTION PROCESS THE PRE-APPOINTMENT PHASE Objectives Scope Assessment Matrix and Team Internal and external buy-in (stakeholder management) Timelines MODULE 6: CONDUCTION A PANEL SELECTION PROCESS RFP, FINAL PRESENTATION & AWARD Key aspects for the Request for Proposal document The final mile Post-panel award considerations

3 DETAILS OF WORKSHOP DATE: 27 June 2017 VENUE: The Wanderers Club, North Street, Illovo, Johannesburg TIME: 08:00 for 08:30 14:00 COST: Amounts quoted are per person and exclude VAT CLOSING DATE FOR REGISTRATIONS: CCASA Members: R1,475 Non CCASA Members: R2, June 2017 IMPORTANT NOTES Level of presentation The presentation will be pitched at a medium to advanced level. Who should attend? Corporate Legal Support Practitioners: Not recommended Corporate Legal Counsel: Recommended Corporate Senior Legal Counsel: Highly recommended Corporate General Counsel: Highly recommended CPD This course entitles you to claim 4 CPD hours. Send your completed registration form to admin@ccasa.co.za before the closing date. For more information, please contact Ronel Lindeque at: info@ccasa.co.za

4 REGISTRATION FORM Optimising your Procurement and Pricing of External Legal Services Workshop 27 June 2017 Are you a member of CCASA? YES NO DELEGATE S DETAILS Title: First Name: Surname: Special Dietary Requirements: (if any) (please note that there is a surcharge of R400.00per person in respect of Halaal and Kosher meals) INVOICING DETAILS Full Company Name: Company Postal Address: Company Telephone Number: VAT Registration Number: Order Number: Name of person authorizing attendance: Department: Name of person managing the payment process: Department:

5 CCASA WORKSHOPS - TERMS & CONDITIONS: Registration can only be confirmed once CCASA is in receipt of a completed registration form. Confirmation of registration together with the invoice will be ed to each delegate. Should you not have received such confirmation within 2 days of sending your registration form, please contact the CCASA offices. The full fee is payable on presentation of the invoice. The signatories below confirm on behalf of the company that he/she will accept electronic invoices for the purpose of claiming input tax. CCASAreserves the right to refuse admission where evidence of full payment cannot be shown - please fax or proof of payment to the CCASA offices as soon as payment has been made. The fee excludes VAT but includes all tuition, lunches, teaching equipment and course documentation. Delegates are responsible for reserving and paying for their own accommodation and transport costs. In the event of Cancellations: 50% will be refunded if written notice is received 14 days before the event; 25% refunded if written notice is received 7 days before the event. No refund will be paid for cancellations received in writing less than 7 days before the event. In the event of such a cancellation, you are entitled to send a substitute delegate. In this regard, contact CCASAwith the changes within 2 days before the event. CCASA reserves the right to change any part of its published programme due to unforeseen circumstances or reasons beyond our control. CCASAassumes no liability for changes in the programme, date, content, speakers and venue. CCASAreserves the rights to cancel any event it deems necessary and will in such an event make a full refund of any registration fee. If for any reason CCASAdecides to amend or cancel the event we are not responsible for covering airfares, hotels or other costs incurred by registrants. Personal data: by providing CCASA with your personal details you give CCASA permission to process such data, which processing will be in line with the CCASA Section 18 Informed Consent notice. I / We have read, understand and agree to the terms and conditions: Person authorizing attendance: Signature: Date: Delegate Attending: Signature: Date: Send your registration form and duly signed Terms and Conditions to: Sarah Russell admin@ccasa.co.za Enquiries: Ronel Lindeque info@ccasa.co.za Tel:(011) NO registration form will be accepted unless Terms and Conditions have been signed by the delegate and received by CCASA.