As Clients' Budgets Shrink, Firms Aim to Prove Their Worth

, The Legal Intelligencer

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examining the city

Rather than simply using a less suitable but more local attorney, the firm foots the bill for the appropriate attorney to travel wherever he or she needs to go to handle the matter.

That way, the client pays the same as it would if it had used a local Eckert Seamans attorney.

"That's been really popular," Ryan said.

Smith said that, even with increased competition in the market and more in-house counsel reevaluating their legal spend, the firms that have worked with a client for years have an advantage over newcomers.

"We have so many longstanding relationships with our clients that go back years," Smith said. "We have worked with these people through our own succession plans and through their succession plans. We understand each other and there's a trust there."

Zack Needles can be contacted at 215-557-2493 or zneedles@alm.com. Follow him on Twitter @ZNeedlesTLI.

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