The success of a legal department’s digitalization project relies primarily on the involvement and approval of internal teams. Pitching and defending your project to management may seem secondary in the implementation process of a LegalTech solution. However, this step is crucial and decisive for the success of your digital transformation. In this article, discover how to achieve it effectively.
Why is it important to pitch your project internally?
First and foremost, implementing new technological solutions is not possible without prior approval from management. This initiative is part of a strategic approach that must align with the company’s overall objectives. Moreover, launching such a project inevitably requires allocating a dedicated budget.
But before even starting project and budget negotiations with management, there are a few prerequisites. Begin by structuring your project. The goal is to present yourself to decision-makers fully prepared, with all the necessary information in hand.
→ Assess your daily challenges and bottlenecks.
This approach should not be carried out in isolation. From the outset, involve your operational teams and all stakeholders who may be affected by your project (for example, those impacted by the digitalization of contract management processes). Departments such as Sales, Finance, and Procurement handle contracts on a daily basis and can provide valuable insights and influence the choice of the solution. Organize workshops to identify internal challenges related to legal aspects and collaborate to find appropriate solutions.
EXPERT ADVICE: Involve your IT Director (DSI) to assess the feasibility of your project. The more data and information you gather on your topic, the more seriously your stakeholders will take you and consider its implementation. Credibility with your peers is at stake.
→ Look for solutions that align with your challenges.
Research the various solutions available on the market and their implementation processes. The goal at this stage is not to make a final decision but to be able to present multiple alternatives to your management while being well-informed about their implementation details. The level of knowledge and involvement of the project initiator will inevitably influence management’s engagement.
Who should you pitch your LegalTech project to?
It all depends on the initiator of the project. If the initiative comes from a legal team member, approval must be obtained from the General Counsel, who will assess the relevance of a LegalTech solution for both themselves and their team.
Subsequently, the General Counsel will need to obtain approval from upper management. Digital transformation is now a company-wide concern, and the legal department’s project must align with the overall corporate strategy.
Beyond strategic alignment, securing a budget will be essential to implement a LegalTech solution. Turn to those responsible for budgeting within your company, such as the Chief Financial Officer or the Financial Controller.
This is the stage where the importance of the collective effort carried out beforehand becomes evident. Your request will always have a greater impact if it comes from multiple departments, such as procurement, legal, and marketing.
When should you negotiate a budget for your LegalTech project?
It’s not enough to present your project to the right people; timing is also crucial. Depending on your company’s internal budgeting processes, the year will be divided into financial periods (such as fiscal or accounting cycles), and these financial requirements must be taken into account.
Best practice: During the budget planning phase (often in the last quarter), define the estimated budget allocation for the implementation of your legal department’s digitalization project.
The legal department’s budget can also be re-evaluated during the year. This is the perfect opportunity to include your LegalTech project if it was not accounted for during the initial budget planning phase.
However, according to a study by Cercle Montesquieu, 80% of legal departments report not having a dedicated budget for their digital transformation. In most cases, legal departments do not have a budget line allocated to innovation. This means you will need to advocate for your project!
How to Advocate for Your Project?
Now that you know the right stakeholders and the optimal timing to approach them, it’s time to prove to your decision-makers that your project aligns with a collective and strategic vision. What matters most to your management are the tangible results the implemented solution will deliver. Demonstrate the added value of the software you are considering by presenting the promised benefits. Work with your teams to identify the key performance indicators (KPIs) that matter most.
These various indicators will help you demonstrate the return on investment of a LegalTech solution using concrete data. For your management to approve your project, they need to clearly perceive the value it will bring in return.
Would you like support at this stage of your digital transformation project? Our experts are here to guide you.
