Adapting for Success: Strategic Insights for Law Firms in 2025 and Beyond

1. Market and Financial Dynamics: A Balancing Act

The financial performance of the legal industry has been remarkable in recent years, with Am Law 200 firms experiencing a staggering 32% revenue growth from 2019 to 2023. While metrics like revenue per lawyer and partner compensation have risen sharply, markedly higher revenues and profits were largely fueled by rate increases rather than heightened demand. Many of our clients have raised rates 10-15% over the past two years and are working to do similar in 2025, even though the annual 2024 inflation rate at end of October was at 2.6%
This reliance on rate hikes poses a fundamental question: how long can firms sustain growth without addressing underlying challenges?
The competitive landscape is becoming more intense, with the big accounting/law companies and alternative legal service providers (ALSPs) capturing greater market share. While Europe and Asia have embraced alternative fee arrangements (AFAs), U.S. law firms remain heavily dependent on the billable hour. We are continually surprised that U.S. chief legal officers have not be as proactive as in other markets, however we strongly believe that AFA and rate pressure will increase.
Pricing innovation is another critical lever. Advanced analytics and dedicated pricing teams enable firms to set more competitive rates while maintaining profitability.

2. Client Expectations: Delivering Flexible, Tailored Value

The modern legal client is informed, selective, and demanding. Increasingly, clients seek firms that offer tailored, flexible services and deliver value beyond transactional advice. Generative AI has added another dimension, with some clients embracing its efficiency while others remain cautious due to data security concerns. Beyond technology, clients now scrutinize law firms’ Environmental, Social, and Governance (ESG) initiatives and demand meaningful, material contributions from diverse law firm fee earners. Diversity, Equity, and Inclusion (DEI) requirements are now becoming standard requirements as evidenced through many law department Requests for Proposal.
Law firms have and are continuing to invest in pricing and matter budgeting resourcing and practices. Client collaboration is improving as we are seeing increasing engagement of law firm business processionals, working alongside lawyers, meeting and working with clients to drive better transparency and expectation setting and understanding. This is a recent innovation at many law firms.
This being said, firms should differentiate by further prioritizing transparency and collaboration. Digital platforms and client portals, for example, can foster better communication, allowing clients to track progress and stay informed. Education also plays a key role — particularly around emerging technologies like generative AI. Firms should position themselves as trusted advisors, guiding clients on the practical and ethical implications of these innovations.