How to convince your boss to try Contract Design – In 4 Steps

Want to start using Contract Design in your legal work, but you’re getting resistance?

Because lawyers have always done things in a certain way, it can be difficult to get people to implement new ways of working. 

Because it means change. 

At the same time, we need to modernize contracts to make them more usable and user-friendly and not let the old guard keep us stuck. We need to find ways to address common concerns and objections and build a persuasive approach to win over skeptics. 

But here’s the thing. The resistance and push back is often a result of misunderstanding and assumptions about Contract Design. 

Convincing your boss to try Contract Design is sales work. You’re selling change. 

Educating people on the concept and the practical implications of adopting Contract Design is really important. Repeating the same message many times will gradually move the needle. 

So use some sales psychology here: People need to hear about a new concept at least seven times, before it starts to sink in.

Listen to the video for effective strategies to persuade your peers to embrace Contract Design.

Tune in and learn

Common objections to trying Contract Design

Lawyers who are ready to explore contract design and implement the tools to simplify and visualize their contracts face a lot of pushback from people around them. From their boss, their colleagues, and the people on the other side of the negotiation table. 

1. Contract Design is silly 
2. Why should we waste our time and money 
3. We’re busy already. We have no time for Contract Design 
4. Contracts are serious documents – we lose our credibility if we start playing with them
5. We can’t draw. We aren’t creative. Why should we draw on our contracts?
6. Contracts have ALWAYS been drafted this way. Why do we need to change if it’s working?

At the same time, lawyers need to modernize contracts to make them more usable and user-friendly. Traditional lawyers can’t stop us progressing the law. We need to find ways to address the common concerns and objections and build a persuasive approach to win over skeptics. 

Let’s look at the ways to make your sales pitch for Contract Design. Because Contract Design is a win-win for everyone.

Demonstrate the value and long-term benefits of Contract Design

Contract Design offers value and long term benefits, so start by demonstrating them. The two major benefits are efficiency and client experience. 

All leaders want more efficiency and happy clients.

Efficiency gains

Contract Design improves efficiency in legal work. Contract Design uses less time and resources to close the deal.

Use these four points to explain efficiency:

1. Contract Design means clearer information. When lawyers draft contracts with the user in mind, the information is presented in a clear and easy-to-understand manner. This reduces confusion and misunderstandings, which saves time and resources.

2. Contract Design produces easy to use documents. Well-designed contracts are easy to navigate for users. Users can find information they need quickly and easily, without wasting time searching through pages of dense legalese.

3. Contract Design means people can agree on terms and sign agreements faster. Well presented legal information means the parties understand the contract terms and conditions more easily. Negotiations are less time consuming and the deal done faster. This saves time for lawyers and their clients. 

4. Contract Design means maximizing contract benefits. Simplified contracts present benefits in a clear and understandable way. This minimizes disputes and ensures the contract is fulfilling its intended purpose. 

Contracts that are drafted by design rather than default

• saves time and resources
• reduces confusion and misunderstandings
• maximize the benefits of the contract. 

This means significant efficiency gains and cost savings for both parties. 

When you are selling the idea of Contract Design, use language your boss understands: That we create systems that make us more efficient in our contract work. Bosses love hearing about efficient work and processes because it makes them look good as well.

Client expectations are changing rapidly

A long-term benefit of Contract Design is an elevated customer experience. Contract Design allows you to create contracts with a stellar user-experience.

Clients are demanding simplicity and ease of use – and they’re choosing firms and lawyers who make legal services and information easy for them. Your clients choose ease over complexity.

Your boss is interested in customer experience – because it usually means more referral customers or bonuses for quality excellence. 

Contracts are an essential part of your customers journey with you. Contracts present a huge opportunity to stand apart from other lawyers. Contract Design is a point of different from your competition.  

Show powerful contract design examples

One effective way to sell the idea of Contract Design to your boss is to show them powerful examples of user-friendly contracts. Lawyers find it easier to understand the concept of Contract Design if they see an example in real life. I hear this all the time. 

So not just telling, but showing the difference between a traditional contract and a well-designed contracts is the key here. 

There are many examples of contracts that have been transformed from dense, confusing documents into clear, user-friendly contracts. Draw on these numerous inspiring examples and showcase to your boss that this is possible, others are doing it already and what’s most important – let your boss experience the difference themselves. 

4 ways to win over skeptics

Now we have the “why”, let’s do the “how”.

Here are 4 ways to win over skeptics. 

1. Change your mindset on people

The most important way starts with you and your mindset about other people. 

If you feel like your message is not getting through to other people, check your own settings. 

Here’s the philosophy that has changed everything for me. Acknowledging that people are smart, capable and they want to do the right thing is a game-changer. 

If people aren’t agreeing,  it’s not that they lack intelligence or consideration for the changes that we need to implement in our contract work and processes. It’s important to understand and respect their perspectives instead of trying to impose our own views on them. 

I listened to Brené Brown on her podcast Unlocking Us some time ago and she asked a difficult question. 

Do you believe that people are doing the best they can?  

Makes you think, right?

In my mind the response to this question speaks directly to whether you try to push your ideas on others, or whether you adapt your approach to fit the situation and people involved. 

Over the years I’ve completely changed my own answer to this question. I truly believe that at each moment people are doing the best they can with the tools they have. It doesn’t mean there’s no room to improve, or that we should settle with the status quo. But it’s a kind and human way of seeing people for who they are and what kind of help or support they may need.

Bridging the gap to change with empathy is really powerful.

2. Seek for dialogue over confrontation

Another way to convince skeptical colleagues and bosses to embrace Contract Design is to seek dialogue with them, rather than confrontation. 

Just think about these examples: 

“Let’s blow up the whole contract process and start over!” 

“Change all of your confusing contracts before it’s too late!” 

“What you’re doing is so outdated!”

Traction for that kind of doom day message is very slim. Especially when you’re trying to talk people into something new. 

What this means for you is that you should stop and think about your language of change. If you’re approaching people with one-sided “what you’re doing is wrong” that is not effective and may even be counterproductive. 

People like being right. It makes us feel good about ourselves. It’s much easier to get buy-in with people by sharing what’s common with you than trying to convince them to change their minds with ultimatums. 

No matter how adamant you are about Contract Design being the best idea ever, trying to force it to other people does not work. 

A more effective strategy is to move from manifestos to open questions and listening, taking others into consideration. Find common ground, something that you share, have conversations and build on that. 

Find the common ground

Design your way through.

Dialogue is one of the most powerful tools for change. Dialogue is at the core of human interaction, we exchange ideas and information through dialogue. 

Typically, even with the most conventional people in law, we all can agree on the most pressing challenges we face. Our thoughts on how to solve the challenges may vary, but at least we have something we can agree on and that is a powerful start also with your boss. That common ground is where the magic happens.

Take the time to listen and understand the reasons behind the resistance of your boss or your colleagues. Acknowledge the feelings and concerns that people have. When you are able to address the underlying concerns, you are better equipped to find solutions together. 

So don’t tell your boss that they are wrong, make them see how the world has changed and what is possible with contract design. 

3. Participation is the key

The third way to win over skeptics and get buy-in for Contract Design is to use participation. 

People commit to plans and new ideas they have contributed to. Involvement creates a sense of ownership and agency. It’s difficult to resist something that you have a hand in creating.  

This is the value of collaboration, this is why you want to get people involved in Contract Design work. If people are involved in the work, they are more committed to the outcome and your project is more likely to be successful 

In practice this means for instance that you organize a collaborative workshop with your boss and your colleagues to discuss contract design and what it can mean in your organization. In that workshop you can demonstrate the value, show examples and also look at your current contracts to create a common understanding of the challenges. 

So take some time to identify the key stakeholders whose opinion matters with contracts and the contracting process. Decision-makers, team leaders, and key employees and involve them early on in the process of implementing contract design to gain their support. 

One effective tip is to identify and engage change agents for Contract Design inside your organization. They can help promote contract design and influence others to support your ideas. 

Whatever you do, find ways to ensure that other people in your organization genuinely take part in implementation work. Make sure that your contract design journey is not a one-person show or a solo hero journey, but a true team effort. 

4. Start with a pilot project – something simple first

The fourth and final strategy to win over skeptics for Contract Design is to start with a pilot project. 

A pilot project is a great way to sell the idea of Contract Design to your boss because it allows you to demonstrate the value of the approach without committing to a large-scale, company-wide initiative. 

It can feel less risky for your boss. 

Don’t go chasing the most difficult templates or contract processes with dozens of stakeholders. Find a low hanging fruit and start there. 

By starting small, with a simple contract, you can showcase the benefits of Contract Design in a tangible way. A pilot project will also allow you to identify any potential issues or challenges that may arise with Contract Design. You can use the insight to refine and improve the approach before scaling it up to the rest of the organization. 

How to sell change in law

Before we finish today, I want to leave you with one final thought. 

Last week in his keynote at Legalweek conference, LeVar Burton gave wise advice on how to sell change to someone. He said simply: 

“Don’t be attached to the outcome of the story. Let the consequences be what they are.” 

I think this is brilliant advice and fits today’s theme perfectly. There’s all these actions that you can take to convince your boss about the value and importance of Contract Design. But don’t be fixated to any particular outcome of this work. Once you’ve made your case, let the consequences be what they are. 

Sometimes change happens faster, sometimes slower. It will take time, so be patient. Letting go of controlling the outcome makes it possible to find new ways that you didn’t even think were possible. 

Change will come.

Legal design thinking: IRL. Episode 43

A quick note about me. I’m Hannele Korhonen, founder of Lawyers Design School and host of Legal Design IRL. Each week I talk about Legal Design, design thinking, Contract Design, innovation and the future of law. Most importantly, we cover how exploring new possibilities can help you be a happier and more grounded lawyer who delivers legal services the way you want to deliver them.

If you’re interested in working with me to learn Contract Design, I have good news for you. Contract Design School is coming and the next cohort is just around the corner. We’ll have the doors open for a limited time in April. It’s your chance to get in to start your journey in Contract Design with solid foundation and great support. 

To ensure you won’t miss anything, signup for the waitlist. You’ll also get a special bonus as a waitlister.

If you enjoyed the talk, you can join me live every Wednesday at 8 am ET on LinkedIn. The chat is open and you can ask questions. 

Lawyers Design School is a learning centre for lawyers and practitioners who want to explore new possibilities in law, break down the barriers to justice and thrive in their careers. Through courses, workshops and the free weekly Legal Design IRL series, you’ll get practical, real-life examples of design in action. If you’re a change-maker lawyer or a lawyer who knows they want to change but doesn’t know where to start – stick around.

Learn more about  Legal Design and Contract Design.

You can catch a replay of episode 43  Legal Design Thinking: IRL or join me live next week and ask questions. 

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