{"id":943,"date":"2017-07-24T15:43:41","date_gmt":"2017-07-24T15:43:41","guid":{"rendered":"http:\/\/www.jpgraciotti.it\/en\/?p=943"},"modified":"2017-07-24T15:51:42","modified_gmt":"2017-07-24T15:51:42","slug":"lawyersevaluations-still-very-few-kpis-used","status":"publish","type":"post","link":"http:\/\/www.jpgraciotti.it\/en\/2017\/07\/24\/lawyersevaluations-still-very-few-kpis-used\/","title":{"rendered":"LAWYERS\u00b4EVALUATIONS: STILL VERY FEW KPIs USED"},"content":{"rendered":"<p>21\/07\/2017 &#8211; Lawyers\u2019\u00a0Evaluations:\u00a0Still\u00a0Very\u00a0Few\u00a0KPIs\u00a0Used\u00a0|\u00a0Legal\u00a0Management &#8211; Association os Legal Administrators<\/p>\n<p>LAWYERS\u00b4EVALUATIONS: STILL VERY FEW KPIs USED<\/p>\n<p>By\u00a0Jose\u00a0Paulo\u00a0Graciotti<\/p>\n<p>According\u00a0to\u00a0Management\u00a0Consulta<img loading=\"lazy\" class=\"size-medium wp-image-944 alignleft\" src=\"http:\/\/www.jpgraciotti.it\/en\/wp-content\/uploads\/2017\/07\/2017-07-24_123658-300x300.jpg\" alt=\"\" width=\"300\" height=\"300\" srcset=\"http:\/\/www.jpgraciotti.it\/en\/wp-content\/uploads\/2017\/07\/2017-07-24_123658-300x300.jpg 300w, http:\/\/www.jpgraciotti.it\/en\/wp-content\/uploads\/2017\/07\/2017-07-24_123658-150x150.jpg 150w, http:\/\/www.jpgraciotti.it\/en\/wp-content\/uploads\/2017\/07\/2017-07-24_123658-96x96.jpg 96w, http:\/\/www.jpgraciotti.it\/en\/wp-content\/uploads\/2017\/07\/2017-07-24_123658.jpg 397w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>nt\u00a0Peter\u00a0Drucker,\u00a0knowledge\u00a0workers<\/p>\n<p>are\u00a0individuals\u00a0who\u00a0have\u00a0\u201chigh\u00a0degrees\u00a0of\u00a0expertise,\u00a0education\u00a0or<\/p>\n<p>experience\u00a0and\u00a0the\u00a0primary\u00a0purpose\u00a0of\u00a0their\u00a0jobs\u00a0involves\u00a0the\u00a0creation,<\/p>\n<p>distribution\u00a0or\u00a0application\u00a0of\u00a0knowledge.\u201d\u00a0Their\u00a0evaluations\u00a0consist\u00a0of<\/p>\n<p>several\u00a0factors\u00a0ranging\u00a0from\u00a0the\u00a0strictly\u00a0objective\u00a0to\u00a0the\u00a0more\u00a0subjective<\/p>\n<p>and\u00a0they\u00a0can\u00a0be\u00a0de\ufb01ned\u00a0by\u00a0the\u00a0business\u00a0philosophy\u00a0of\u00a0the\u00a0of\ufb01ce\u00a0where<\/p>\n<p>they\u00a0work.<\/p>\n<p>&nbsp;<\/p>\n<p>Before\u00a0evaluating\u00a0an\u00a0individual\u2019s\u00a0work,\u00a0we\u00a0should\u00a0do\u00a0an\u00a0analysis\u00a0of\u00a0this\u00a0speci\ufb01c\u00a0professional\u00a0and<\/p>\n<p>contextualize\u00a0him\u00a0or\u00a0her\u00a0in\u00a0the\u00a0kind\u00a0of\u00a0company\u00a0where\u00a0he\u00a0or\u00a0she\u00a0works.\u00a0The\u00a0focus\u00a0for\u00a0this\u00a0article<\/p>\n<p>is\u00a0the\u00a0lawyer\u00a0(partner\u00a0or\u00a0associate).<\/p>\n<p>We\u00a0have\u00a0to\u00a0understand\u00a0the\u00a0particular\u00a0behavioral\u00a0psychology\u00a0of\u00a0a\u00a0lawyer\u00a0to\u00a0analyze\u00a0and<\/p>\n<p>understand\u00a0the\u00a0way\u00a0he\u00a0or\u00a0she\u00a0behaves.<\/p>\n<p>According\u00a0to\u00a0Caliper\u00a0Human\u00a0Strategies\u00a0(UK)\u00a0Ltd.,\u00a0the\u00a0following\u00a0are\u00a0some\u00a0of\u00a0a\u00a0lawyer\u2019s\u00a0main<\/p>\n<p>psychological\u00a0features:<\/p>\n<ul>\n<li>Very\u00a0low\u00a0tolerance\u00a0to\u00a0failures<\/li>\n<li>High\u00a0level\u00a0of\u00a0skepticism<\/li>\n<li>Great\u00a0autonomy<\/li>\n<li>High\u00a0reasoning\u00a0ability<\/li>\n<li>High\u00a0abstract\u00a0thinking<\/li>\n<li>High\u00a0sense\u00a0of\u00a0urgency<\/li>\n<li>Very\u00a0low\u00a0resilience<\/li>\n<li>Low\u00a0socialization\u00a0ability<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>Evaluators\u00a0usually\u00a0have\u00a0some\u00a0dif\ufb01culties\u00a0because\u00a0they\u00a0mix\u00a0up\u00a0some\u00a0of\u00a0the\u00a0subjective\u00a0indicators<\/p>\n<p>and\u00a0the\u00a0quali\ufb01cation\u00a0or\u00a0the\u00a0background\u00a0of\u00a0the\u00a0professional.\u00a0Quali\ufb01cation\u00a0factors\u00a0\u2014\u00a0such\u00a0as\u00a0the<\/p>\n<p>technical\u00a0or\u00a0academic\u00a0background,\u00a0previous\u00a0professional\u00a0experience,\u00a0specializations\u00a0and<\/p>\n<p>languages\u00a0\u2014\u00a0should\u00a0only\u00a0be\u00a0taken\u00a0into\u00a0consideration\u00a0at\u00a0the\u00a0time\u00a0of\u00a0the\u00a0inclusion\u00a0of\u00a0this<\/p>\n<p>professional\u00a0in\u00a0the\u00a0remuneration\u00a0grid\u00a0and\u00a0in\u00a0his\u00a0or\u00a0her\u00a0career\u00a0plan.\u00a0They\u00a0should\u00a0not\u00a0be\u00a0used\u00a0in<\/p>\n<p>the\u00a0individual\u2019s\u00a0periodic\u00a0performance\u00a0evaluation.<\/p>\n<p>Another\u00a0important\u00a0factor\u00a0that\u00a0makes\u00a0properly\u00a0conducting\u00a0an\u00a0evaluation\u00a0more\u00a0dif\ufb01cult\u00a0is\u00a0in<\/p>\n<p>relation\u00a0to\u00a0the\u00a0of\ufb01ce:\u00a0the\u00a0lack\u00a0of\u00a0more\u00a0elaborate\u00a0objective\u00a0indicators\u00a0(obtained\u00a0in\u00a0management<\/p>\n<p>reports\u00a0that\u00a0should\u00a0exist\u00a0to\u00a0help\u00a0in\u00a0the\u00a0economic-\ufb01nancial\u00a0management\u00a0of\u00a0each\u00a0of\ufb01ce).\u00a0Many<\/p>\n<p>small\u00a0and\u00a0midsize\u00a0of\ufb01ces\u00a0still\u00a0perform\u00a0their\u00a0own\u00a0management,\u00a0which\u00a0is\u00a0insuf\ufb01ciently\u00a0professional<\/p>\n<p>and\u00a0computerized.\u00a0As\u00a0such,\u00a0the\u00a0objective\u00a0evaluation\u00a0of\u00a0their\u00a0lawyers\u00a0usually\u00a0present\u00a0a\u00a0few<\/p>\n<p>indicators,\u00a0such\u00a0as\u00a0appointments\u00a0and\u00a0invoiced\u00a0hours.<\/p>\n<p>The\u00a0key\u00a0performance\u00a0indicators\u00a0(KPI)\u00a0should\u00a0be\u00a0much\u00a0more\u00a0encompassing\u00a0and\u00a0only\u00a0consider\u00a0its<\/p>\n<p>variation\u00a0during\u00a0the\u00a0analyzed\u00a0period.\u00a0Then,\u00a0there\u00a0is\u00a0a\u00a0new\u00a0barrier\u00a0to\u00a0overcome,\u00a0as,\u00a0when<\/p>\n<p>implemented,\u00a0the\u00a0evaluation\u00a0policy\u00a0ends\u00a0up\u00a0showing\u00a0eventful\u00a0previous\u00a0distortions\u00a0originated\u00a0in<\/p>\n<p>the\u00a0past\u00a0of\u00a0the\u00a0professional,\u00a0such\u00a0as:<\/p>\n<p>&nbsp;<\/p>\n<p>Wrong\u00a0insertion\u00a0in\u00a0the\u00a0career\u00a0plan\u00a0and\u00a0remuneration\u00a0grid\u00a0by\u00a0the\u00a0time\u00a0of\u00a0the\u00a0contracting<\/p>\n<p>Insuf\ufb01ciently\u00a0professional\u00a0previous\u00a0evaluations<\/p>\n<p>Lack\u00a0of\u00a0a\u00a0well-de\ufb01ned\u00a0career\u00a0plan<\/p>\n<p>The\u00a0same\u00a0way\u00a0we\u00a0wouldn\u2019t\u00a0use\u00a0pliers\u00a0in\u00a0place\u00a0of\u00a0a\u00a0hammer,\u00a0we\u00a0must\u00a0not\u00a0use\u00a0the\u00a0performance<\/p>\n<p>evaluation\u00a0to\u00a0correct\u00a0those\u00a0distortions.<\/p>\n<p>Lawyers\u00a0could\u00a0and\u00a0should\u00a0be\u00a0evaluated\u00a0on\u00a0some\u00a0of\u00a0the\u00a0following\u00a0performance\u00a0indicators:<\/p>\n<p>&nbsp;<\/p>\n<p>PRODUCTIVITY\u00a0INDICATORS:<\/p>\n<ul>\n<li>Billed\u00a0hours\/worked\u00a0hours<\/li>\n<li>Billed\u00a0hours\/target\u00a0of\u00a0the\u00a0hours\u00a0de\ufb01ned\u00a0by\u00a0the\u00a0of\ufb01ce<\/li>\n<li>Billed\u00a0hours\/partners\u00a0billed\u00a0hours<\/li>\n<li>Billed\u00a0hours\u00a0in\u00a0area\u00a0matters\/billed\u00a0hours\u00a0in\u00a0other\u00a0areas\u00a0matters<\/li>\n<li>Billed\u00a0hours\u00a0in\u00a0his\u00a0or\u00a0her\u00a0matter\/total\u00a0hours\u00a0billed\u00a0in\u00a0that\u00a0matter\u00a0(KPI\u00a0for\u00a0partners)\u00a0corrected\u00a0or cut\u00a0hours<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>FINANCIAL\u00a0INDICATORS:<\/p>\n<ul>\n<li>Net\u00a0individual\u00a0contribution\u00a0(invoiced\u00a0\u2014\u00a0salary)<\/li>\n<li>Worked\u00a0gross\u00a0amount\/billed\u00a0amount<\/li>\n<li>Billed\u00a0amount\/collect\/received\u00a0amount<\/li>\n<li>Percent\u00a0participation\u00a0in\u00a0pro\ufb01table\u00a0matters\u00a0or\u00a0not<\/li>\n<li>Growth\u00a0in\u00a0the\u00a0period<\/li>\n<li>Pro\ufb01tability\u00a0of\u00a0the\u00a0closed\/concluded\u00a0matters\u00a0(for\u00a0partners)<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>CLIENT\u00a0ACQUISITION\u00a0INDICATORS\/CROSS-SELLING:<\/p>\n<ul>\n<li>Client\u00a0fee\u00a0received\u00a0in\u00a0the\u00a0period<\/li>\n<li>New\u00a0matters\u00a0opened\u00a0by\u00a0indication<\/li>\n<li>Billed\u00a0hours\/amounts\u00a0generated\u00a0to\u00a0other\u00a0areas<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>INSTITUTIONAL\u00a0INDICATORS:<\/p>\n<ul>\n<li>Hours\u00a0intended\u00a0for\u00a0speeches\u00a0and\u00a0organization\u00a0of\u00a0marketing\u00a0events<\/li>\n<li>Hours\u00a0intended\u00a0for\u00a0articles\u00a0and\u00a0publications<\/li>\n<li>Hours\u00a0dedicated\u00a0to\u00a0the\u00a0performance\u00a0of\u00a0internal\u00a0training\u00a0sessions<\/li>\n<li>Hours\u00a0dedicated\u00a0to\u00a0pro\u00a0bono<\/li>\n<li>Dedicated\u00a0hours\u00a0for\u00a0of\ufb01ce\u00a0managing\u00a0issues<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>SUBJECTIVE\u00a0INDICATOR:<\/p>\n<ul>\n<li>Technical\u00a0evolution\u00a0in\u00a0the\u00a0period<\/li>\n<li>Managerial\u00a0evolution\u00a0in\u00a0the\u00a0period\u00a0(team)<\/li>\n<li>Evolution\u00a0in\u00a0the\u00a0client\u2019s\u00a0management\/matter\u00a0(autonomy)<\/li>\n<li>Client\u2019s\u00a0degree\u00a0of\u00a0satisfaction\u00a0(whenever\u00a0there\u00a0is\u00a0this\u00a0type\u00a0of\u00a0research)<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>In\u00a0addition\u00a0to\u00a0those\u00a0KPIs\u00a0listed\u00a0here,\u00a0we\u00a0could\u00a0add\u00a0several\u00a0others.\u00a0However,\u00a0it\u00a0will\u00a0depend\u00a0on\u00a0the<\/p>\n<p>existing\u00a0managerial\u00a0reports,\u00a0as\u00a0well\u00a0as\u00a0on\u00a0the\u00a0de\ufb01nition\u00a0of\u00a0their\u00a0mix\u00a0of\u00a0values\u00a0and\u00a0weights,\u00a0on\u00a0the<\/p>\n<p>work\u00a0philosophy\u00a0and\u00a0market\u00a0ranking\u00a0of\u00a0each\u00a0of\ufb01ce.<\/p>\n<p>Gaining\u00a0the\u00a0support\u00a0of\u00a0an\u00a0outsourced\u00a0and\u00a0experienced\u00a0consultancy\u00a0\ufb01rm\u00a0\u2014\u00a0which\u00a0is\u00a0also\u00a0exempt<\/p>\n<p>from\u00a0internal\u00a0political\u00a0interactions\u00a0\u2014\u00a0may\u00a0not\u00a0only\u00a0help\u00a0with\u00a0this\u00a0challenge,\u00a0but\u00a0also\u00a0with<\/p>\n<p>de\ufb01ning\u00a0the\u00a0speci\ufb01c\u00a0model\u00a0to\u00a0the\u00a0evaluation\u00a0of\u00a0these\u00a0professionals.<\/p>\n<p>&nbsp;<\/p>\n<p><em>ABOUT\u00a0THE\u00a0AUTHOR<\/em><\/p>\n<p><em>Jose\u00a0Paulo\u00a0Graciotti\u00a0is\u00a0a\u00a0Consultant\u00a0with\u00a0Graciotti\u00a0Assessoria\u00a0Empresarial\u00a0and\u00a0an\u00a0ALA\u00a0member.\u00a0He<\/em><\/p>\n<p><em>specializes\u00a0in\u00a0the\u00a0governance,\u00a0planning\u00a0and\u00a0organization\u00a0areas,\u00a0with\u00a0sound\u00a0knowledge\u00a0in<\/em><\/p>\n<p><em>information\u00a0technology\u00a0and\u00a0knowledge\u00a0management.\u00a0For\u00a0the\u00a0last\u00a028\u00a0years,\u00a0he\u00a0was\u00a0responsible<\/em><\/p>\n<p><em>for\u00a0management\u00a0and\u00a0information\u00a0governance\u00a0on\u00a0outstanding\u00a0law\u00a0\ufb01rms\u00a0in\u00a0Brazil.<\/em><\/p>\n<p>&nbsp;<\/p>\n<p>Lawyers\u2019\u00a0Evaluations:\u00a0Still\u00a0Very\u00a0Few\u00a0KPIs\u00a0Used\u00a0|\u00a0Legal\u00a0Management<\/p>\n<p>http:\/\/www.legalmanagement.org\/departments\/lawyers%E2%80%99-evaluations-still-very-few-kpis-used<\/p>\n<p><a href=\"mailto:jpaulo@graciotti.com\">Email<\/a><\/p>\n<p><a href=\"http:\/\/https:\/twitter.com\/jpgraciotti\">Twitter<\/a><\/p>\n<p><a href=\"http:\/\/https:\/www.linkedin.com\/in\/josepaulograciotti\">LinkedIn<\/a><\/p>\n<p>Contact\u00a0Us\u00a0<a href=\"http:\/\/www.legalmanagement.org\/staff\">Sta\u00a0<\/a>\u00a0<a href=\"http:\/\/www.alanet.org\/about\/about-ala\/leadership\/committees\/board-of-directors\">Board<\/a>\u00a0<a href=\"http:\/\/www.alanet.org\/about\/about-ala\/leadership\/committees\/board-of-directors\">of<\/a>\u00a0<a href=\"http:\/\/www.alanet.org\/about\/about-ala\/leadership\/committees\/board-of-directors\">Directors<\/a><\/p>\n<p>Copyright\u00a0\u00a9\u00a02017\u00a0Association\u00a0of\u00a0Legal\u00a0Administrators.\u00a0All\u00a0Rights\u00a0Reserved.\u00a0<a href=\"http:\/\/www.alanet.org\/education\/publications\/legal-management-magazine-november-december\/freelance%C2%AD-writer-guidelines\">Editorial<\/a>\u00a0<a href=\"http:\/\/www.alanet.org\/education\/publications\/legal-management-magazine-november-december\/freelance%C2%AD-writer-guidelines\">Guidelines<\/a><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>http:\/\/www.legalmanagement.org\/departments\/lawyers%E2%80%99-evaluations-still-very-few-kpis-used<\/p>\n<p>&nbsp;<\/p>\n<p>4\/4<\/p>\n","protected":false},"excerpt":{"rendered":"<p>21\/07\/2017 &#8211; Lawyers\u2019\u00a0Evaluations:\u00a0Still\u00a0Very\u00a0Few\u00a0KPIs\u00a0Used\u00a0|\u00a0Legal\u00a0Management &#8211; Association os Legal Administrators LAWYERS\u00b4EVALUATIONS: STILL VERY FEW KPIs USED By\u00a0Jose\u00a0Paulo\u00a0Graciotti According\u00a0to\u00a0Management\u00a0Consultant\u00a0Peter\u00a0Drucker,\u00a0knowledge\u00a0workers are\u00a0individuals\u00a0who\u00a0have\u00a0\u201chigh\u00a0degrees\u00a0of\u00a0expertise,\u00a0education\u00a0or experience\u00a0and\u00a0the\u00a0primary\u00a0purpose\u00a0of\u00a0their\u00a0jobs\u00a0involves\u00a0the\u00a0creation, distribution\u00a0or\u00a0application\u00a0of\u00a0knowledge.\u201d\u00a0Their\u00a0evaluations\u00a0consist\u00a0of several\u00a0factors\u00a0ranging\u00a0from\u00a0the\u00a0strictly\u00a0objective\u00a0to\u00a0the\u00a0more\u00a0subjective and\u00a0they\u00a0can\u00a0be\u00a0de\ufb01ned\u00a0by\u00a0the\u00a0business\u00a0philosophy\u00a0of\u00a0the\u00a0of\ufb01ce\u00a0where they\u00a0work. &nbsp; Before\u00a0evaluating\u00a0an\u00a0individual\u2019s\u00a0work,\u00a0we\u00a0should\u00a0do\u00a0an\u00a0analysis\u00a0of\u00a0this\u00a0speci\ufb01c\u00a0professional\u00a0and contextualize\u00a0him\u00a0or\u00a0her\u00a0in\u00a0the\u00a0kind\u00a0of\u00a0company\u00a0where\u00a0he\u00a0or\u00a0she\u00a0works.\u00a0The\u00a0focus\u00a0for\u00a0this\u00a0article is\u00a0the\u00a0lawyer\u00a0(partner\u00a0or\u00a0associate). We\u00a0have\u00a0to\u00a0understand\u00a0the\u00a0particular\u00a0behavioral\u00a0psychology\u00a0of\u00a0a\u00a0lawyer\u00a0to\u00a0analyze\u00a0and understand\u00a0the\u00a0way\u00a0he\u00a0or\u00a0she\u00a0behaves. 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