Mike Jones, Legal Operations Manager at HubSpot, explains how PERSUIT helped grow his firm relationships.
Jones plays a pivotal role in enhancing the company's outside counsel management program with the help of PERSUIT. Initially, HubSpot's legal team recognized that their outside counsel billing guidelines were outdated and inconsistently enforced. This realization sparked a broader conversation about improving spend management and the documentation of capabilities among their law firm partners. PERSUIT provided the platform and framework HubSpot needed to refine their approach.
HubSpot has shifted their focus to a more strategic evaluation of law firm proposals. For example, during an (RFP) process related to intellectual property litigation, HubSpot discovered that a firm they had never previously worked with had extensive experience with a similar case involving the same patent troll, in the same jurisdiction.
"If we hadn't asked the questions, we would have never found out. So it wasn't a matter of just pitching price. It's also about being able to captivate our stakeholders with strategy based decisions," Jones says.
One of the standout benefits of PERSUIT highlighted by Jones was the transparency it brought to HubSpot's relationships with their legal partners. He noted that law firms greatly appreciate the detailed feedback they receive, even when they don't win the work. This transparency not only strengthened relationships but also encouraged firms to improve their future proposals, fostering greater partnership.
Jones also stressed that running a spend management program doesn't have to be at odds with maintaining strong, personal relationships.
"For us, value has come in the form of savings, literally savings, a lot of savings, but it's also come in broadening, deepening our relationships, and firms seeing money that they wouldn't have seen from us before," added Jones.
View shorter clips from Mike below:
How PERSUIT gives HubSpot's firms more opportunities to win work
