Pearls On, Gloves Off #75 - Owning the AI Narrative (Before Someone Else Does)
When it comes to legal innovation, Jim Delkousis doesn’t just have a front-row seat—he’s one of the architects of change. As Founder and CEO of PERSUIT, Jim has spent almost a decade transforming how legal departments buy outside counsel services. With billions in legal work processed through the platform, he offers a rare, data-rich perspective on the shift from opaque hourly billing to value-driven, transparent legal spend.
In this episode, Mary reconnects with Jim for a wide-ranging and insightful conversation about what’s changing in legal procurement, why, and what it means for firms and clients alike.
In this episode:
- The Death of the Billable Hour? How AI and data are eroding time as the currency of legal value—and what might replace it.
- The Power of Price Transparency: Why over 80% of matters on PERSUIT now use alternative fee arrangements, and what that says about the future of legal pricing.
- Reverse Auctions, Explained: The most controversial feature in PERSUIT—and why it’s not necessarily a race to the bottom.
- When the Lowest Bid Doesn’t Win: Jim shares the data behind client decision-making
- A GC’s New Mandate: From cost center to value driver, what legal leaders need to prove to their CEOs—and how tech is helping them do it.
If you’ve ever questioned the logic of hourly billing—or wondered how to move beyond it—this episode will challenge your assumptions and offer a roadmap forward.