Legal Process Outsourcing (LPO) provider Integreon has appointed a permanent Australia-based account manager in a move which contrasts with the company’s previous policy of handling Australian relationships remotely.
Kate Robinson is an Australian qualified lawyer who has worked at CMS Cameron McKenna as an international business support lawyer. She transitioned to Integreon’s London office in 2011 as part of a deal which saw CMS outsourcing all non-client facing roles such as finance, HR, L&D and knowledge management.
The decision to shift Robinson to Australia was prompted by the changing dynamics of the local market, including the arrival of UK and U.S. firms which are seen to be more likely to embrace the various forms of outsourcing than their Australian counterparts. Integreon already has pre-existing relationships with some of these firms, including U.S. firm Seyfarth Shaw, which has used Integreon contract management solutions in the U.S. Integreon believes that there is also the potential to promote LPO in the corporate (in-house) market.
“We have previously been focused on maintaining and building law firm relationships and now strategically the focus is on the corporations,” said Robinson. “As most law firms have some knowledge base or prior experience with regard to LPOs, there is more of an education and awareness drive with the corporations.”
The mid-tier is also seen as a potential source of growth. “Mid size firms are generally looking for cost efficiencies and it is nice to see they too are thinking innovatively,” said Robinson.
ALB magazine issue 11.8 will feature an in-depth discussion of LPO in Australia.