![\"ACC](\"https:\/\/i0.wp.com\/www.attorneyatwork.com\/wp-content\/uploads\/2025\/02\/Chief-Legal-Officers-Survey-2025.jpg?resize=770%2C495&ssl=1\" "\\"\\"")
Table of contents<\/h2>\n\n- Key Insights That Should Shape Your Approach<\/a><\/li>\n
- Three Strategic Steps to Win More Business<\/a>\n
\n- 1. Lead with Business Acumen, Not Just Legal Expertise<\/a><\/li>\n
- 2. Embrace Technology<\/a><\/li>\n
- 3. Position Yourself for Complexity<\/a><\/li>\n<\/ul>\n<\/li>\n
- Moving Forward<\/a><\/li>\n<\/ul>\n<\/div>\n
The 2025 Association of Corporate Counsel Chief Legal Officer Survey<\/a> presents both a challenge and an opportunity for lawyers and law firms. With 43% of CLOs planning to send more work to outside counsel in 2025\u2014a 17% increase from last year\u2014you might think winning business is about to get easier. But it\u2019s not that simple. CLOs are facing intense pressure to drive operational efficiency, manage costs, and demonstrate business value, all while navigating increasingly complex legal and regulatory challenges.<\/p>\nAs a business development coach and advisor, the key conclusion I draw from the survey is that the path to winning more work isn\u2019t just about legal expertise\u2014it\u2019s about understanding how CLOs are evolving from legal advisors into strategic business leaders.<\/em><\/strong><\/p>\nThink about it this way: when 79% of CLOs report directly to their CEOs and 70% manage multiple business functions beyond legal, they\u2019re not just looking for technical legal advice. They\u2019re seeking partners who understand their broader business challenges and can deliver solutions that align with their strategic initiatives.<\/p>\n
Key Insights That Should Shape Your Approach<\/h2>\n
The survey paints a clear picture of the modern CLO: they\u2019re increasingly becoming business leaders\u2014not merely lawyers. 58% of CLOs report being heavily involved in M&A and corporate transactions, and 44% see their greatest impact in advising CEOs and shaping business strategy.<\/p>\n
So, what does this mean for outside counsel hoping to win more business from business clients? It\u2019s crucial to understand that CLOs are looking for trusted advisors who can speak their language and focus on their priorities: efficiency, business impact, and strategic value. Lawyers who fail to recognize these priorities risk becoming commoditized service providers rather than trusted strategic partners.<\/p>\n
Three Strategic Steps to Win More Business<\/h2>\n
There are countless findings in the survey that can inform your approach to managing client relationships and winning new business. Here are three steps lawyers and law firms can focus on to better align with CLOs\u2019 priorities and expectations.<\/p>\n
1. Lead with Business Acumen, Not Just Legal Expertise<\/h3>\n
According to the survey, 59% of CLOs want their own legal teams to develop greater business acumen. If that\u2019s what they\u2019re prioritizing internally, it\u2019s certainly what they expect from their outside counsel as well.<\/p>\n
What this means for your practice:<\/strong><\/p>\n\n- Frame your expertise in terms of business outcomes, not just legal solutions<\/li>\n
- Demonstrate understanding of industry-specific challenges (72% of CLOs are concerned about industry-specific regulatory enforcement)<\/li>\n
- Connect your legal advice to operational efficiency\u2014the top strategic priority for 35% of CLOs<\/li>\n<\/ul>\n
2. Embrace Technology<\/h3>\n
The survey reveals that 44% of legal departments\u2014particularly in large companies\u2014are implementing new legal technology in 2025. Focus on aligning your service delivery with your client\u2019s digital transformation journey.<\/p>\n
\n- Develop capabilities that complement clients\u2019 technology investments, especially in contract management (62% priority) and document management (32% priority)<\/li>\n
- Use technology to demonstrate efficiency and cost control\u201441% of legal departments are facing cost-cutting mandates<\/li>\n<\/ul>\n
3. Position Yourself for Complexity<\/h3>\n
Here\u2019s where opportunity meets preparation: 42% of CLOs report increased litigation volume, and 44% see more internal investigations. But they\u2019re not just seeing more work\u2014they\u2019re seeing more complex work, with 38% reporting increased litigation complexity.<\/p>\n
This complexity creates an opening for lawyers and firms that can:<\/strong><\/p>\n\n- Offer integrated teams that can handle interconnected legal issues<\/li>\n
- Provide clear project management and budget predictability<\/li>\n
- Showcase experience in navigating regulatory investigations (23% of organizations faced these in the past year)<\/li>\n<\/ul>\n
Moving Forward<\/h2>\n
The 2025 ACC CLO Survey reveals valuable clues to improve the management of relationships and business development. The challenge that lawyers and law firms must meet is evolving from being purely legal service providers to becoming true business partners who happen to deliver legal services.<\/p>\n
CLOs are planning to send more work to outside counsel. But they\u2019ll be selective about who gets that work. By aligning your approach with their evolving needs\u2014focusing on business impact, embracing technology, and managing complexity effectively\u2014you\u2019ll position yourself to capture a greater share of this growing opportunity.<\/p>\n
In this environment, it\u2019s not about selling harder\u2014it\u2019s about selling smarter by truly understanding and addressing what keeps today\u2019s CLOs up at night.<\/p>\n
\n\n![\"one](\"https:\/\/i0.wp.com\/www.attorneyatwork.com\/wp-content\/uploads\/2024\/10\/One-of-a-Kind-A-Proven-Path-to-a-Profitable-Law-Practice-Print-Edition-510x510-1.jpg?resize=510%2C510&ssl=1\" "\\"\\"")
<\/a><\/figure>\n\nOne of a Kind: A Proven Path to a Profitable Law Practice<\/h2>\n
BY JAY HARRINGTON<\/p>\n
In today\u2019s legal market, developing a profitable and consistent book of business requires a strategic approach. If you\u2019re open to new ideas and are interested in growing your practice, this book is a great resource to kickstart the next stage in your career. <\/p>\n
- \n
- 1. Lead with Business Acumen, Not Just Legal Expertise<\/a><\/li>\n
- 2. Embrace Technology<\/a><\/li>\n
- 3. Position Yourself for Complexity<\/a><\/li>\n<\/ul>\n<\/li>\n
- Moving Forward<\/a><\/li>\n<\/ul>\n<\/div>\n
The 2025 Association of Corporate Counsel Chief Legal Officer Survey<\/a> presents both a challenge and an opportunity for lawyers and law firms. With 43% of CLOs planning to send more work to outside counsel in 2025\u2014a 17% increase from last year\u2014you might think winning business is about to get easier. But it\u2019s not that simple. CLOs are facing intense pressure to drive operational efficiency, manage costs, and demonstrate business value, all while navigating increasingly complex legal and regulatory challenges.<\/p>\n
As a business development coach and advisor, the key conclusion I draw from the survey is that the path to winning more work isn\u2019t just about legal expertise\u2014it\u2019s about understanding how CLOs are evolving from legal advisors into strategic business leaders.<\/em><\/strong><\/p>\n
Think about it this way: when 79% of CLOs report directly to their CEOs and 70% manage multiple business functions beyond legal, they\u2019re not just looking for technical legal advice. They\u2019re seeking partners who understand their broader business challenges and can deliver solutions that align with their strategic initiatives.<\/p>\n
Key Insights That Should Shape Your Approach<\/h2>\n
The survey paints a clear picture of the modern CLO: they\u2019re increasingly becoming business leaders\u2014not merely lawyers. 58% of CLOs report being heavily involved in M&A and corporate transactions, and 44% see their greatest impact in advising CEOs and shaping business strategy.<\/p>\n
So, what does this mean for outside counsel hoping to win more business from business clients? It\u2019s crucial to understand that CLOs are looking for trusted advisors who can speak their language and focus on their priorities: efficiency, business impact, and strategic value. Lawyers who fail to recognize these priorities risk becoming commoditized service providers rather than trusted strategic partners.<\/p>\n
Three Strategic Steps to Win More Business<\/h2>\n
There are countless findings in the survey that can inform your approach to managing client relationships and winning new business. Here are three steps lawyers and law firms can focus on to better align with CLOs\u2019 priorities and expectations.<\/p>\n
1. Lead with Business Acumen, Not Just Legal Expertise<\/h3>\n
According to the survey, 59% of CLOs want their own legal teams to develop greater business acumen. If that\u2019s what they\u2019re prioritizing internally, it\u2019s certainly what they expect from their outside counsel as well.<\/p>\n
What this means for your practice:<\/strong><\/p>\n
- \n
- Frame your expertise in terms of business outcomes, not just legal solutions<\/li>\n
- Demonstrate understanding of industry-specific challenges (72% of CLOs are concerned about industry-specific regulatory enforcement)<\/li>\n
- Connect your legal advice to operational efficiency\u2014the top strategic priority for 35% of CLOs<\/li>\n<\/ul>\n
2. Embrace Technology<\/h3>\n
The survey reveals that 44% of legal departments\u2014particularly in large companies\u2014are implementing new legal technology in 2025. Focus on aligning your service delivery with your client\u2019s digital transformation journey.<\/p>\n
- \n
- Develop capabilities that complement clients\u2019 technology investments, especially in contract management (62% priority) and document management (32% priority)<\/li>\n
- Use technology to demonstrate efficiency and cost control\u201441% of legal departments are facing cost-cutting mandates<\/li>\n<\/ul>\n
3. Position Yourself for Complexity<\/h3>\n
Here\u2019s where opportunity meets preparation: 42% of CLOs report increased litigation volume, and 44% see more internal investigations. But they\u2019re not just seeing more work\u2014they\u2019re seeing more complex work, with 38% reporting increased litigation complexity.<\/p>\n
This complexity creates an opening for lawyers and firms that can:<\/strong><\/p>\n
- \n
- Offer integrated teams that can handle interconnected legal issues<\/li>\n
- Provide clear project management and budget predictability<\/li>\n
- Showcase experience in navigating regulatory investigations (23% of organizations faced these in the past year)<\/li>\n<\/ul>\n
Moving Forward<\/h2>\n
The 2025 ACC CLO Survey reveals valuable clues to improve the management of relationships and business development. The challenge that lawyers and law firms must meet is evolving from being purely legal service providers to becoming true business partners who happen to deliver legal services.<\/p>\n
CLOs are planning to send more work to outside counsel. But they\u2019ll be selective about who gets that work. By aligning your approach with their evolving needs\u2014focusing on business impact, embracing technology, and managing complexity effectively\u2014you\u2019ll position yourself to capture a greater share of this growing opportunity.<\/p>\n
In this environment, it\u2019s not about selling harder\u2014it\u2019s about selling smarter by truly understanding and addressing what keeps today\u2019s CLOs up at night.<\/p>\n
\n\n<\/a><\/figure>\n\nOne of a Kind: A Proven Path to a Profitable Law Practice<\/h2>\n
BY JAY HARRINGTON<\/p>\n
In today\u2019s legal market, developing a profitable and consistent book of business requires a strategic approach. If you\u2019re open to new ideas and are interested in growing your practice, this book is a great resource to kickstart the next stage in your career. <\/p>\n
- 2. Embrace Technology<\/a><\/li>\n
![\"\"](\"https:\/\/i0.wp.com\/www.attorneyatwork.com\/wp-content\/uploads\/2023\/06\/AttorneyatWork-Logo-%C2%AE-2021-1.jpg?resize=372%2C106&ssl=1\" "\\"\\""){kind=logo}
<\/a><\/figure>\n