Stefan Kim
Chief Sales Officer, PSA
Three questions on Taking Charge: who stays in charge of the work, its value, and the data it runs on.
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Our theme for Lexpo'27 is Taking Charge: direction, delivery and value. As legal technology moves from promising to delivering, the question becomes who stays in charge of the work, its value, and the data it runs on. We put three questions to Stefan Kim of PSA.
What is changing among your clients now that the technology is starting to do the work itself, and who is setting the direction?
The biggest change is that AI has stopped being an innovation project and become a business model question. When the technology can draft, review, and summarise, the billable hour stops being a reliable measure of value. Managing partners and general counsels are now asking what the firm actually sells, and what it owns.
That second question matters most. For decades a law firm's value has walked out of the door every evening in its lawyers' heads. AI changes that equation. The firms pulling ahead are the ones that turn individual expertise into structural capital: precedents, matter data, and know-how captured in well-governed systems the firm can reuse, improve, and build new services on.
So the direction is shifting back to the firms themselves. Vendors can supply the engines, but only the firm can supply the knowledge. If your documents, matters, and time data live in disconnected silos, the technology has very little to work with, however clever it is.
On delivery, what separates the clients who make adoption work from the ones who struggle with it?
Three things, in our experience. First, the foundations. Firms with a well-governed DMS, clean matter data, and systems that actually talk to each other get better and faster value from AI. Firms without them discover that the pilots didn't scale.
Second, ownership. Adoption works when a named partner or business leader owns the outcome, not just the IT department owning the rollout.
Third, patience with the unglamorous parts: change management, training, and adjusting the process around the tool rather than bolting the tool onto the old process. It's rarely the technology that fails. It's usually the Tuesday morning after go-live, when nobody has quite decided who does what now.
For decades a law firm's value has walked out of the door every evening in its lawyers' heads.
Stefan Kim, PSA
What questions about value and responsibility are your clients asking now that they were not asking a year ago?
A year ago the question was "what can it do?" Now it's "what is it worth, and who answers for it?"
On value, firms are asking how AI-assisted work should be priced when the hours shrink, and how to measure return beyond anecdotes about time saved. On responsibility, the questions are sharper. Where does client data go, and does it stay within the right jurisdiction? Who reviews the output, and how is that documented? How do we evidence compliance with the EU AI Act and our clients' outside counsel guidelines?
These are healthy questions. They also bring the conversation back to governance, auditability, and integration. That's less exciting than a demo, but it's where the value actually gets protected.
About PSA
PSA is a European legal tech expert firm with offices in Oslo, Stockholm, Copenhagen, Frankfurt, Warsaw, Amsterdam, and Helsinki. PSA delivers cloud solutions and expert services to help law firms and corporate legal departments with intelligent digital transformation.
Continue the conversation at Lexpo'27
15 and 16 March 2027, Haarlem (near Amsterdam)