Ken Purce is principal and founder of Research Contract Consultants (RCC). RCC helps law firms understand their legal research needs, make informed decisions about their legal research choices, and obtain best-in-market contracts. RCC clients benefit from Ken’s leadership and invaluable 20+ years of expertise and unique insights in the legal research market, derived from his 15+ years at LexisNexis as the Vice President of Sales as well as his time as an attorney in New York where he practiced civil and criminal law. Ken brings this deep understanding of law firm and attorneys’ needs as well as legal research vendors’ business models to help law firms achieve the right mix of tools at the right price.
Vendors expect you to negotiate. They don’t expect you to know what you’re doing. This session gives you the steps to reduce your legal research vendor’s opening proposal by up to 80%—a result that is achievable with the right preparation, the right benchmarking data, and a clear understanding of where the real leverage is. Ken Purce, founder of Research Contract Consultants, will walk through a step-by-step negotiation framework: how to deconstruct a vendor proposal, identify every negotiable layer, benchmark your numbers against what similarly situated firms are actually paying, and use that intelligence to drive the price down—while locking in AI capabilities, included features, and payment terms that protect the firm for the life of the contract. Real-world examples will illustrate exactly where firms leave money on the table and how to take it back. You’ll leave with a concrete playbook you can put to work at your next renewal—whether that’s in six months or six weeks.
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