Stay Away From Long-Term Deals Unless…
By Michael Feit | Contract Negotiations , Vendors
Both Lexis and Westlaw are currently pitching long-term deals. This is symptomatic of a saturated market. Online usage and recovery rates have been declining since 2008 and as a result pricing has declined. Why lock your firm into a long-term price commitment in this rapidly evolving market?
Negotiating with the vendors can be a frustrating, drawn-out and often unsatisfying process. One of the key emotions we see in clients approaching the end of a contract with either Westlaw or Lexis is dread. So a longer contract with fewer renewals sounds like a great idea.
However, with rare exceptions, a long-term contract is among the worst paths a firm can choose for several reasons. The first reason seems obvious: change. Technology and pricing are continuously changing. You wouldn’t buy a plan that kept you from upgrading your phone for 5 years, would you?
The legal information landscape is rapidly evolving with exciting acquisitions and new companies/products emerging. These products will continue to pull away use and interest in Lexis and Westlaw. It is always possible that one change in the market could make another product irrelevant. And as Artificial Intelligence rapidly gains momentum, there is much to be seen.
Generally, a longer contract benefits the vendor. For legal information contracts, we always advise keeping the term to within your near- and long-term forecasts, which is generally three years or fewer unless you are receiving a truly exceptional deal.
