Thomas Kearns Publishes Article in Attorney at Work on AI Pitches to Midsize Law Firms: A Partner’s Advice for Vendors

Co-Chair of Olshan’s Real Estate Law practice Thomas Kearns authored an article in Attorney at Work entitled “AI Pitches to Midsize Law Firms: A Partner’s Advice for Vendors.” In the article, Tom discusses the opportunities for artificial intelligence (AI) to transform the practice of law and client service excellence. When AI companies can better understand how midsize law firms operate, they can better pitch their value proposition to integrate with a law firm’s systems. In the op-ed “You at Work Spotlight” article, Tom notes, “Vendors should first address security and integrating AI with existing law firm systems. Detail how you can leverage the firm’s existing database of transactional and litigation documents for new matters.” He recommends that AI companies review a firm’s practice areas, target the right seniority levels for presentations and decision-making, and limit the use of sales speak. He also notes the importance of showing how the AI products mitigate hallucinations, meet data security requirements and tailor their approach for busy law firms that are vetting AI tools. “The decision to purchase artificial intelligence technology is a big one for midsize and smaller law firms,” Tom writes. “The process is easier when technology companies understand their audience.”