How the Selection of Outside Counsel Is Changing

Ari Kaplan interviews speaks with Laura Leopard of Leopard Solutions, a law firm data platform and a SurePoint company.
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Ari Kaplan speaks with Laura Leopard, the Founder and General Manager of Leopard Solutions, a law firm data platform and a SurePoint company known for its in-depth attorney and law firm database.

Ari Kaplan: Tell us about your background and the genesis of Leopard Solutions and the “Leopard List.”

Laura Leopard: Leopard Solutions launched about 20 years ago. Like many legal tech entrepreneurs, I had an unconventional start. I was an actress in New York City with no legal or tech experience. It began very simply. We manually reviewed law firm websites, typed data into Excel, and delivered it on disks to clients, promising three updates a year. We started as a subscription service providing information on New York associates. At the time, legal recruiters worked with just their Rolodex, a telephone, a legal pad and a pen. Leopard Solutions transformed that process, democratizing access to data so it was no longer limited to top companies. This opened the field to more legal recruiters, fueling growth in the industry.

At first, we were told that partners never move, so no one needed a database, but that has certainly changed. I believe our platform contributed to that transformation by providing up-to-date, accurate data on attorneys, law firms and the market. The “Leopard List” has become a comprehensive platform, including a competitive intelligence database, a business intelligence platform, a job board, and an in-house database covering over 500 law firms and 7,000 companies. We’ve come a long way from that original list of New York associates.

What inspired you to move from law firm intelligence to corporate legal intelligence?

LL: We saw how corporations, especially when recruiting for in-house roles, sourced outside counsel. They were still using outdated tools — a Rolodex, legal pads and a phone, just like recruiters did years ago. Some relied on Google or Excel spreadsheets. It reminded me of the early days of Leopard Solutions. We realized our Leopard List could be a valuable resource for them. With coverage across the U.S., including small towns and firms, we provide options many corporations wouldn’t otherwise discover.

For example, if a boutique firm outside of a major city specializes in the area a legal team needs, it would probably not appear on their radar without a platform like ours. Our solution lets corporations evaluate law firms using our competitive intelligence platform. It provides 360-degree insights into a firm’s performance and attorneys. Rather than rely on fragmented sources, we consolidated this into one platform, allowing them to work more efficiently. We also added features for building law firm panels and rating firms and attorneys, making it easier to track past experiences and identify strong partners for future cases. Corporations can also use our connection reports to leverage relationships within their networks, mimicking the informal vetting process they’ve traditionally used but on a more modern, data-driven platform.

The result is Leopard Prowess (Panel Ranking and Organizational Workflow for Enhanced Selection System), which streamlines the selection process and helps companies find firms offering both value and quality.

What trends in legal are driving the need for Leopard Prowess?

LL: The traditional approach for sourcing outside counsel, which includes calling contacts, relying on recommendations or Googling firms, is inefficient and can lead to missed opportunities to work with talented firms. Law departments are increasingly interested in using data to identify and evaluate prospective firms to simplify the selection process and reduce the time it takes to hire the right law firm.

In addition to law departments using Leopard Prowess for that purpose, law firms can also add their firm biography, attorney billing rates and alternative fee arrangements. This helps corporations filter options to find firms that meet their needs. It’s especially useful for medium-sized and small firms, as it raises their visibility to major corporations. Our goal is to modernize the process, helping companies discover firms they may have overlooked and making the selection process more efficient, cost-effective and value-driven.

How do you see the process of selecting outside counsel evolving?

LL: Corporations can use data from our platform to evaluate law firms and attorneys at the end of a matter. Metrics like success rates, budget adherence and overall performance help companies make better, data-driven decisions. Many organizations stick with the same firms out of habit, potentially missing out on better talent or cost-effective solutions. Our platform enables in-house teams to identify firms that deliver high-quality results at lower costs or more efficiently. Ultimately, everyone is looking for value, and Leopard Prowess provides the tools to help corporations find the right fit.

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Ari Kaplan regularly interviews leaders in the legal industry and the broader professional services community to share perspectives, highlight transformative change, and introduce new technology at ReinventingProfessionals.com. Listen to his conversation with Laura Leopard here.

Read more from Ari Kaplan on Attorney at Work here.

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Illustration ©iStockPhoto.com

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