In this episode of Further Comments, hosts Damien and Horace are joined by Ben Chiriboga from Nexl to discuss how to effectively sell to lawyers in the age of artificial intelligence. They explore the dynamics of the crowded legal tech market, the role of storytelling in sales, and how Nexl’s CRM solution addresses the unique needs of law firms. The conversation delves into the complexities of relationship intelligence, the importance of data, and the intersecting roles within law firms. Tune in to hear valuable insights on demonstrating value to skeptical lawyers and the future of legal tech.

00:00 Introduction

00:46 The Role of Rainmakers in Law Firms

01:56 The Power of Storytelling in Sales

02:48 Challenges in Legal Tech and CRM Solutions

05:17 Understanding Law Firm Dynamics

08:16 Effective Sales Strategies and Personas

09:28 The Importance of Data in CRM

14:50 Roles and Profitability in Law Firms

17:34 Understanding the Dynamics of Messaging

18:10 Challenges of Selling to Law Firms

18:53 Crafting a Compelling Story

19:41 Startup Storytelling Strategies

20:23 Product Market Fit and Storytelling

20:38 Understanding Market Personas

21:47 Tailoring Messages for Different Legal Personas

23:12 The Importance of Data in Legal Tech

23:52 Solving Small Problems to Expand Market

29:43 Demonstrating Value to Skeptical Lawyers

30:24 Optimism in Legal Tech

34:31 Closing Thoughts and Reflections

In this episode of Further Comments, we are joined by the 'Duchess of Document Automation', Catherine Bamford. Catherine shares her journey and expertise in legal tech, particularly in document automation. We dive into the nuances of document automation, discussing the adoption cycles within law firms, the importance of continuous improvement, and the challenges and solutions brought by large language models (LLMs).

Catherine, Damien, and Horace explore how LLMs can augment document automation, the ethics of legal tech processes, and the evolving landscape of legal tech solutions.

Catherine's clarity and depth make this episode a must-watch for anyone interested in the intersection of law and technology.

DeepSeek has been all the rage among the tech community in January 2025. In this episode, Damien and Horace are joined by special guest Joe Rayment, CEO of Automatise, to explore the implications of DeepSeek.

The discussion covers a range of topics including the geopolitical aspects, build vs buy considerations, licensing and terms of use, cost reduction, data privacy, vendor lock-in, and the skills gap for law firms and legal tech vendors. The conversation delves into the potential impacts, benefits, and challenges that DeepSeek poses for the legal tech industry.

Join Horace and Damien as they return from a break to a deep dive discussion with Adrian Parlow, founder and CEO of Point One, on the significance and future of timekeeping in law firms. They explore the persistence of the billable hour, the potential shift towards flat fees, and the role of AI in automating time entries. The conversation delves into how accurate time data can transform law firm efficiency, pricing, and the overall practice, with a spotlight on standardization through systems like SALI.

00:00 Welcome Back!

02:00 The Future of the Billable Hour

04:18 The Importance of Time Data

07:54 Challenges in Timekeeping

13:07 AI and Automation in Law Firms

15:29 Transitioning to Flat Fee Models

24:21 Standardizing Legal Data

30:39 Looking Ahead: The Future of Time Keeping

35:15 Closing Remarks

In this episode of Further Comments, we welcome legal tech expert Stephanie Wilkins to discuss the highlights and transformative trends in legal technology from 2024. We reflect on the TLTF conference in Miami, explore the adoption of AI in the legal industry, and contemplate the evolving market dynamics, including the rise of the mid-market law firms. The discussion also covers the future predictions for 2025, user experiences, and the impact of generative AI on legal practices.

Tune in for another dive into the world of legal tech!

00:00 Introduction

00:29 Recap of the TLTF Summit

01:13 Introducing Stephanie Wilkins

01:49 Highlights of 2024

04:20 Discussion on Legal Tech Adoption

15:17 Mid Market Law Firms and Technology

23:23 Predictions for 2025

29:26 Final Thoughts

In this episode of 'Further Comments', hosts Horace Wu and Damien Riehl engage in a lively discussion on the eve of Thanksgiving (which coincides with Horace's birthday) about increased adoption of generative AI in legal practices, tagging systems in data management, and the complexities of implementing such systems effectively. They also explore the implications of legal technologies as integral components of society's operating system.

In this episode of 'Further Comments', hosts Damien, Horace, and guest Jason delve deeply into the topic of AI agents. Jason Barnwell, a thought leader with expertise in law and engineering, discusses the transformative potential of AI in the legal industry, comparing the ways engineers and lawyers approach problem-solving. Key topics include the four types of AI agents—engineering models, products, legal concepts, and philosophical constructs—and their market confusion. Conversation also touches on the Rumsfeld matrix to categorize known and unknown elements in legal tasks, highlighting how AI can automate known, routine tasks while handling uncertain, complex actions cautiously with human oversight.