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CCCA_V6No2_Q&A_Faure-FIN_CCCA_V6No1_Q&A_Faure 5/23/12 11:58 PM Page 29 “ Cover The key dynamic that will set the willingness or resistance to change is often the ” incentive you have. sense the personal incentive to change. Many law firms are like that and will remain like that, no doubt.But when you identify an incentive to change or what incentivizes us, shall I say, the change conversation becomes much easier. The fact that general counsel are interested in pricing, cost-saving and so on is obviously not because they woke up three weeks ago and thought it was a great idea. Many of us were doing these jobs 10 years ago in boom times and none of us were asking about it. It is because we are being incentivized to do it either because we want to improve our effi- ciency or because we are threatened by the procurement department, by the finance department, by financial cuts or threatened in our own individual jobs. I think that is really it — if there are law firms, clients and general counsel that do not have the incentive, then there is little point in discussing change. Beverley Spencer is is the executive editor of CCCA Magazine. ÉTÉ 2012 CCCA Canadian Corporate Counsel Association 29