The legal industry is in a digital bind. Law firms — especially solo and midsize practices — need help with IT operations and infrastructure while navigating cybersecurity. This challenge offers a unique, growing opportunity for MSPs.
For decades, IT and cybersecurity needs have been low priorities for law firm leaders. However, as regulatory demands mount and cyberattacks increasingly target law firms, there’s a greater focus on these critical IT needs. Now, MSPs can play a pivotal role by being true consultants to these firms.
However, many MSPs hesitate to work with legal industry clients. Despite the obvious opportunity, several see legal clients as risky, overly complex, or too demanding to be profitable.
That said, MSPs are in a unique position to capitalize on the legal industry’s unique needs. In doing this, they can also help shore up the cyber defenses of the industry.
Breaking Down Common MSP Misconceptions
When the subject of legal clients comes up, MSPs often respond with reluctance and assumptions.
Lisa Del Real
Objections typically fall into one of four categories, ranging from valid concerns to total misconceptions. Here’s a closer look at the gap in understanding between IT channel partners and the law firms that stand to gain from their aid:
Objection No. 1: The stakes are too high.
The sensitive nature and broad range of legal data that requires protection is both a challenge and a risk. One in four firms was a victim of a cyberattack in 2022, and this field falls just outside the top three most highly targeted industries. The legal industry has a big target on its back. Standing between it and sophisticated cybercriminals is too big of a gamble.
Retort: Breaches are on the rise in the legal sector, but it’s just another sign that the industry needs more support to fortify itself against these threats. As hackers and scammers adapt their strategies to target the legal profession, many firms simply lack the cybersecurity experience to combat them.
Objection No. 2: Regulations are too complex.
Legal data is subject to too many regulations. HIPAA, regional mandates like general data protection regulation (GDPR), and a growing list of other rules. Plus, the legal regulatory web is constantly changing.
Retort: Although it’s complex, partners who have experience securing distinct types of data and cybersecurity compliance models can truly grow their businesses. Working with legal clients can hone that niche and reveal a larger market of clients who need help navigating compliance.
Objection No. 3: Legal IT is lacking.
Firms are sharp in the type of law they practice, but that rarely extends to IT matters. As a result, legal IT infrastructure is often outdated. It would be a big lift to understand and modernize these aging legacy systems and get them to integrate seamlessly with other workflows.
Retort: Actually, the legal industry has undergone a great deal of digital transformation and modernization in recent years. And there is plenty more to do. The challenge now is securing the systems that enabled long-term plans for tech maturity. Systems that help lawyers work remotely, collaborate on cases more effectively, and manage administrative tasks are critical. Law firms need partners who can help them adopt and maintain tools that will help them do business better in the future.
Driving Legal Industry Cybersecurity
The common theme among these misconceptions is this: Firms aren’t just struggling with security; they’re often unable to support the adoption of tools that could improve business for law firms.
MSPs that prove the bottom-line impact of their services can endear themselves to legal clients. Then, they can build a base of trusted partners within the industry. Every breach contained, phishing attempt squashed, and ransomware attack mitigated represents untold savings in fines, damages, and lost business.
Overcoming the objections and embracing the challenge can be a profitable venture for MSPs. It’s also a much-needed step toward modernization and cybersecurity protection for the legal industry.
Lisa Del Real is vice president of channel partnerships for Clio, a cloud-based legal tech company.
Image: iStock
