Why strategy in Indian law firms often starts with a hypocrisy

Strategy discussions in Indian law firms often begin with an idealised self-image rather than an honest assessment of reality. Firms articulate ambitions like becoming full-service or sector-focused, but rarely ground these in data on clients, revenue, or true strengths. This creates a gap between stated positioning and actual operations, where differentiation is claimed but seldom real. Internal reluctance to confront uncomfortable facts further weakens strategic clarity. As a result, growth is driven more by momentum and relationships than deliberate choices. The essence is simple: firms speak the language of strategy, but continue to operate without it.

Authors: Jogesh Sharma and Aitijyamoy Mukherjee

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