competing with regulatory consultancies
TRANSCRIPT
The Most Vibrant
& InnovativeLegal Services
Market in the UK
Disrupting
Diversifying
Delivering
The Facts Across:
3 Recessions and
4 Business cycles
6 new entrants pa
21 Adjacent Markets
A unique long term strategic perspective
30 Years of data
40 Law Firm Packages
136 Suppliers
2020 Projections
£314,321,208and counting
Addressable Markets
The Stats Piece
The True Costs
Quantified(the hard way)
Real Current Benchmarks
Brick Built:
Projections to 2020
(In-)Tolerances
Hard Lessons
What Winning Looks Like
Positioning
Service Components
Tech Choices
New Entrant Wins
What’s Tried What Works
Employees
Sales per employee
Payroll as % Sales
Average Employee £
A critical battleground
in service differentiation
Lessons from
Pricing
The Biggest Brands
The Deepest Pockets
VCs & Investors
Insurance Brands
But they’re only as good as their last play…
Lessons for
Law Firms/Accountants
Insurers, brokers and IFAs
HR & Safety Consultancies
Software & BPO Developers
B2B Services Teams
Overseas Investors
Don’t reinvent the wheel
M&A
VCs: Snog – Avoid?
Valuation
Macro Benchmarks
What’s it worth – what to avoid – and a what to look for…
NED The AuthorSays who? The NED team are led by David Johnston.David personally led the first major consolidation of this market when he acquired IRPC, ESS, LPMS, PPC, Empire and Reward to build the first mid-market team in regulatory consulting. He also led the M&A team for Lyceum building NatBrit. His background is in publishing, however, having worked for Thomson Reuters, Wolters Kluwer/Croner, CCH, and the Practical Law Company (and is now CEO of RBP). He has taken teams from start-up to £2/3/4m, taken £2-4m teams to £65m (three times; twice organically), £65m to £120m and has decades of experience as a strong operational executive director in legal and compliance services businesses.
Uniquely he has run content, computing and consulting businesses. He has managed both organic and acquisitive growth in consolidated, mature, new and fragmented markets.
David has unrivalled experience as a ‘buy-side’ specialist in M&A here. He has negotiated as a principal the most deals in legal services content, computing and consulting businesses. Ops based, not a ‘spreadsheet jockey’, David takes an owner/manager’s view, and is great at levelling the playing field.
David authored the first Market Report for this industry 15 years ago, and has been representing this sector to Government Departments (Cabinet Office, DTI/BIS), the Competition and Markets Authority, Regulators, and investors from Banks and VCs. Truly independent, his insight is respected throughout the industry.