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Silvia Hodges Silverstein

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Adjunct Professor of Law

Email: hodges@silviahodges.com
LinkedIn Profile

Job Experience

Dr. Hodges Silverstein researches, teaches, and speaks on topics related to purchasing decision and metrics in the legal market as well as change in law firms. Her teaching and research focus is law firm management.

She is executive director of the Buying Legal Council, the organization of procurement and operations professionals tasked with sourcing legal services and managing legal services supplier relationships.

Dr. Hodges Silverstein co-authored the Harvard Business School case studies GlaxoSmithKline: Sourcing Complex Professional Services on the company’s legal procurement initiative and Riverview Law: Applying Business Sense to the Legal Market on the new model law firm.

Dr. Hodges Silverstein is the author of many articles on law firm management including The Georgetown Journal of Legal Ethics’ “I didn’t go to law school to become a salesperson,” and the author/editor of a number of books, including the Legal Procurement Handbook, Buying Legal: Procurement Insights and Practice and Winning Legal Business from Medium-Sized Companies.

She earned her PhD at Nottingham Law School (UK), holds a master’s degree in business from Universität Bayreuth (Germany) and Warwick Business School (UK) and an undergraduate degree in economics from Universität Bayreuth (Germany).

She was awarded the American Marketing Association’s Liam Glynn Research Scholarship and a PhD scholarship from the German Department of Education and Research. Dr. Hodges Silverstein is a fellow of the College of Law Practice Management.

Education

PhD, Nottingham Law School/UK
MBA, Universität Bayreuth/Germany and Warwick Business School/UK
BS (Economics), Universität Bayreuth/Germany

Publications

Harvard Business School Case Studies

Riverview Law: Applying Business Sense to the Legal Market (N9-414-79) with Heidi K. Gardner (2014)

GlaxoSmithKline: Sourcing Complex Professional Services (N9-414-003) with Heidi K. Gardner (2013)

GlaxoSmithKline: Sourcing Complex Professional Services, Supplementary Materials (N9-414-034) with Heidi K. Gardner (2013)

Books and Book Contributions

Hodges Silverstein, S. (2015). (Editor/author) Buying Legal: Procurement Insights and Practice, Ark Publishing. Hodges, S. (2015).

What to do when Clients Involved Legal Procurement. In: Stephen Revell (ed.) Business Development (IBA Publication). London: Globe Law and Business. Hodges Silverstein, S. (2014).

You Get What You Measure Wegerich. In: Wegerich, T. & Hartung, M. (eds.) Der Rechtsmarkt in Deutschland. Überblick, Analysen, Erkenntnisse. (The German Legal Market: Overview, Analyses, Insights.) Frankfurter Societäts-Medien GmbH, Frankfurt/Main 2014.Hodges, S. (2013).

Professionalizing Pricing and Procurement Processes. In: Christoph Vaagt (ed.) Law Firm Strategies for the 21st Century: Strategies for Success (IBA Publication). London: Globe Law and Business. pp. 163-174.Hodges, S. (2013).

On the Cutting Edge with Fiskars (Case study). In: Babin, B.J. & Harris, E.G. (eds.) CB (Consumer Behavior Textbook). 5th edition. Mason, OH: South-Western Cengage Learning. Hodges, S. (2013).

Testing New Law (Discussion). In: Beaton, G. (ed.) New Law New Rules. A Conversation About the Future of the Legal Services Industry. Melbourne, Australia: Smashword Edition. Hodges. S. (2012) (Editor/author)

Buying Legal: Procurement Insights and Practice, Ark Publishing. Hodges, S. (2012)

Trends im US-Rechtsmarkt: Sind $1.000 US-Dollar pro Stunde zu viel? (Trends in the US legal market: $1,000 per hour – is too much?). In: Unternehmensrelevantes Recht - Jahrbuch 2011/2012 Deutscher Anwalt Spiegel. (2011/2012 Yearbook Corporate Law) Frankfurt: FAZ. pp. 132-134.Hodges, S. (2012).

On the Cutting Edge with Fiskars (Case study). In: Babin, B.J. & Harris, E.G. (eds.) CB (Consumer Behavior Textbook). 4th edition. Mason, OH: South-Western Cengage Learning. Hodges, S. (2011)

Innovative Marketing in the US. In: Kate Clifton (Ed.) Best Practices in Legal Marketing, London: Ark Publishing. pp. 71-78.Hodges, S. (2011)

Expert Analysis 6: Power of the Purse - How Corporate Procurement is Influencing Law Firm Selection. In: Kate Clifton (Ed.) The Future of Legal Services: Expert Analysis, London: Ark Publishing. pp. 35-39. Hodges, S. (2011)

Winning Legal Business from Medium-Sized Companies. London: Ark Publishing. Hodges, S. (2011).

On the Cutting Edge with Fiskars (Case study). In: Babin, B.J. & Harris, E.G. (eds.) CB (Consumer Behavior Textbook). 3rd edition. Mason, OH: South-Western Cengage Learning. pp. 220-221.Asser, M.N. & Hodges, S. (2010).

Aligning Culture and Strategy: How Culture Matters. Chapter 18. In: Sawhney, R. (Ed.) Developing a Profitable Practice in Asia, London, ARK Publishing. pp. 145-150.Di Tommaso, A., Hodges, S., Napolitano, E.M., & Picchi, G. (2008).

Il marketing dei servizi professionali (Marketing professional services). In: Vecchiato, G. & Zicari, S. (eds.) Comunicare le Professioni Intellettuali (Communicating the intellectual professions). Milan: Ferpi. pp. 114-123.Hodges, S. & Picchi, G. (2007).

Strumenti e casi di marketing per avvocati (Marketing for lawyers -Instruments and cases). Turin: UTET Giuridica/Wolters Kluwer International. Hodges, S. (2006).

Marketing per gli studi legali (Marketing for law firms). In: Stumpo, G.R. (ed.) Marketing e qualità per gli studi legali (Marketing and quality for law firms). Turin: G. Giappichelli Editore. pp. 347-350.Hodges, S. (2003).

Marketing per gli studi legali (Marketing for law firms). In: Marliere, L. & Fregni, G. (eds.) Marketing per gli studi legali (Marketing for law firms). Turin: UTET. pp. 259-264.RESEARCH REPORTS Hodges Silverstein, S. (2014)

Gender Billing Study, Sky Analytics Hodges, S. (2012)

The Power of the Purse: How Corporate Procurement is influencing law firm selection, Wolters Kluwer TyMetrix. Hodges, S. (2010)

Insight from Germany’s top corporates on improving service and value delivery in the legal profession, London: Nisus. Hodges, S. (2010)

Changes in staffing structure of law firms, New York: American Lawyer Media. Gonçalves, M.A.P. & Hodges, S. (2007)

The state of legal marketing in Latin America, Chicago, IL: Legal Marketing Association. Hodges, S. (2007)

The state of legal marketing in Italy, Milan/Italy: Legal Marketing Italia. Hodges, S. (2007)

How U.S. companies select outside counsel overseas, New York, NY: American Lawyer Media. Hodges, S. (2006).

The state of legal marketing in Italy, Milan/Italy: Legal Marketing Italia. Hodges, S. (2006).

How mid-sized companies in Europe select and review their legal services providers, London: LexisNexis. Hodges, S. (2005).

The state of legal marketing in Italy, Milan/Italy: Legal Marketing Italia. Hodges, S. (2004).

The state of legal marketing in Italy, Milan/Italy: Legal Marketing Italia. Hodges Silverstein, S. (2015).

Articles in Journals and Magazines

What we Know and Need to Know about Legal Procurement. American Bar Association (ABA) Commission on the Future of Legal Services. 67 South Carolina Law Review. Vol. 67. [forthcoming]Hodges Silverstein, S. (2015).

Tick it off your Bucket List: How you can Teach Marketing in Law School. Strategies - The Journal of Legal Marketing. Nov/Dec, Vol. 17. No. 6. [forthcoming]. Hodges Silverstein, S. and Antonopoulos, A. (2015).

Bidding to Win: How to Succeed with Procurement. Strategies - The Journal of Legal Marketing. March/April, Vol. 17. No. 2. p. 12-15. Hodges Silverstein, S. (2014).

Discussion of The Evolving Role of the Corporate Counsel: How Information Technology is Reinventing Legal Practice, 36 Campbell Law Review. Vol. 36, Art. 2. pp. 435-444. Hodges Silverstein, S. (2014).

Bringing Home the Bacon. Legal Management-The Magazine of the Association of Legal Administrators. July 2014. Hodges Silverstein, S. (2014).

Buyers, Influencers and Gatekeepers. New York Law Journal. Special Issue – Law Schools. May 12, 2014. Hodges, S. (2013).

I didn’t go to Law School to become a Salesperson–The Development of Marketing in Law Firms. Georgetown Journal of Legal Ethics. Vol. 26, No. 2. pp. 225-260. Srinivasan, M. and Hodges, S. (2013).

Teaching Business Fundamentals of the Legal Marketplace. New York Law Journal. Special Issue – Law Schools. October 28, 2013. pp. 11, 14. Hodges, S. (2013).

Budgeting & Forecasting: A Case Study. Strategies - The Journal of Legal Marketing. July/August, Vol. 15. No. 3. p. 19. Hodges, S. (2013).

2020 Vision. Strategies-The Journal of Legal Marketing. May/June, Vol. 15. No. 4. pp. 10-14. Hodges, S. (2012).

Power of the Purse: How Corporate Procurement is Influencing Law Firm Selection. Law Practice TODAY. http://www.americanbar.org/newsletter/ publications/law_practice_today_home/law_practice_today_archive/january12.html. Hodges, S. (2012).

Asking The Authorities. Strategies-The Journal of Legal Marketing. January/February, Vol. 14. No. 1. p. 20. Hodges, S. (2012).

The Fannie Mae Law Firm? Marketing The Law Firm, Law Journal Newsletters. Vol. 27. No. 10. February. pp. 1 and 8. Hodges, S. (2012).

Procuring the Future. The European Lawyer. February. p. 22.Hodges, S. (2012).

Procuring the Future. The Global Lawyer. February 27. http://www.thegloballawyer.com/management-speak/procuring-the-future/. Hodges, S. (2012).

What They Didn’t Teach You in Law School – Until Now. New York Law Journal. April 23. http://www.newyorklawjournal.com/PubArticleNY.jsp?id=1202549587854& thepage=1. Hodges, S. (2012).

Welcome To The Real World. The Global Legal Post Standard. June 8. p. 13. Hodges, S. (2012).

Winning Legal Business from Small and Mid-Sized Companies. New York State Bar (NYSBA) Journal. February. p. 22-24. Hodges, S. (2012).

You Better Know Their Names and Understand Their Metrics. Strategies-The Journal of Legal Marketing. Vol. 14. No. 2. March/April, pp. 4-6. Hodges, S. (2012).

Pricing as an Element of Your Marketing Strategy. The Bottom Line-Official Publication of the State Bar of California Law Practice Management and Technology Section. Vol. 33. No. 4. August, pp. 15-18. Hodges, S. (2012).

Legal Procurement: Sourcing is a Team Sport. Bloomberg Law. August 29. http://about.bloomberglaw.com/2012/08/29/legal-procurement-sourcing-is-a-team-sport/. Hodges, S. (2012).

Color Within the Lines When Dealing With Procurement. New York Law Journal. October 15. http://www.newyorklawjournal.com/PubArticleFriendlyNY.jsp?id=12025745 89736. Hodges, S. (2012).

Spend Management: Onwards and Downwards. European GC. November. http://www.europeangc.com/Preview/News/Spend_Management:_Onwards_and_downwards/. Hodges, S. (2011).

Forging Your Educational Future in Legal Marketing. Strategies-The Journal of Legal Marketing. Vol. 13. No. 4. pp. 4-5. Hodges, S. (2011).

Focus on 5,911,663 clients: Winning Legal Business from Mid-Sized Companies. Marketing The Law Firm, Law Journal Newsletters. Vol. 27. No. 5. p. 7. Hodges, S. (2010).

Ängstlich sein kann ich auch allein. (I can be overly cautious by myself). JUVE. February. pp. 61-64.Hodges, S. (2010). Trends im Rechtsmarkt: Was ist denn heute noch normal? (Trends in the legal market: What’s normal today?). Deutscher AnwaltSpiegel. Printausgabe (Print edition) 2010. pp. 16-19. Hodges, S. (2010).

But We Don’t Do Marketing. The Development of Marketing in Law Firms. New York State Bar Journal. September. pp. 26-31. Hodges, S. & Young, L. (2009).

Unconsciously competent: Academia’s Neglect of Marketing Success in the Professions. Journal of Relationship Marketing. Vol. 8. Issue 1. January. pp. 36-49. Hodges, S. (2009).

Opinion: The trusted adviser? Legal Marketing Magazine. Vol. 4, No. 1. p. 7. Hodges, S. (2009).

How the Legal Services Act is Changing the UK Landscape. Strategies-The Journal of Legal Marketing. Vol. 11. No. 3. pp. 6-14. Hodges, S. (2009).

Why the Time is Right for a College-Level Course in Professional Service Firm Marketing. CPA Practice Management Forum Journal. Vol. 5. No. 8. August. pp. 5-10.Asser, M.N. & Hodges, S. (2009).

A Marketing Dilemma… Aligning Culture and Strategy. Of Counsel. Vol. 28. No. 11. November. pp. 13-17. Hodges, S. (2009).

A Class for Change. The AmLaw Daily. December 9. http://amlawdaily. typepad.com/amlawdaily/2009/12/classforchange.html. Hodges, S., Holloway, B.B. & Meherg, L. (2009).

Why Reputation Matters. Strategies-The Journal of Legal Marketing. Vol. 11. No. 10. pp. 14-15.Hodges, S. (2008). A Marketing Renaissance… The State of Legal Marketing in Italy. Of Counsel Magazine. Vol. 27. No. 1. pp. 13-15. Hodges, S. (2008).

Legal Marketing in Latin America… Amid More Activity, Many Regional Law Firms Still Lack Strategic Direction. Of Counsel Magazine. Vol. 27. No. 2. pp. 12-16. Hodges, S. (2008).

New For-credit College Course Proves Legal Marketing is Not Over. Law Marketing Portal. March 20. http://www.lawmarketing.com/pages/articles.asp?/ Action=Article&Article CategoryID=58&ArticleID=737. Hodges, S. (2008).

Do lawyers respect and value marketing? Of Counsel Magazine. Vol. 27. No. 6. pp. 9-13.Gonçalves, M.A.P. & Hodges, S. (2008).

Legal marketing around the globe: Focus on Latin America. Strategies-The Journal of Legal Marketing. Vol. 10. No. 1. pp. 10-11.Hodges, S. (2007). No quick fix: Can U.S. law firm marketing conquer Continental Europe? Of Counsel Magazine. Vol. 26. No. 1. pp. 13-15. Hodges, S. (2007).

Untapped Territory: European mid-size companies present an overlooked clientele. Strategies-The Journal of Legal Marketing. Vol. 9. No. 1. pp. 10-14. Hodges, S. (2007).

The mid-market–an overlooked client base? Insider Corporate Legal. Vol. 5. No. 2. pp. 1-4. Hodges, S. (2007).

Italy embraces advertising? Legal Marketing Magazine. March. pp. 27-29. Hodges, S. (2007).

Der deutsche Anwaltsmarkt im Wandel. Business & Law. Spring. pp. 52-54. Hodges, S. (2007).

How US companies select international legal counsel. Of Counsel Magazine. Vol. 26. No. 6. pp. 12-14. Hodges, S. (2007). Modern Marco Polos or victims of a herd mentality? Strategies-The Journal of Legal Marketing. Vol. 9. No. 6. pp. 12-14.Hodges, S. (2007).

Law firms and legal marketing in China. Of Counsel Magazine. Vol. 26. No. 7. pp. 9-13.Hodges, S. (2007). Modern Marco Polos or lemmings to the sea? Professional Services Marketing Group PSMG Magazine. September. pp. 8-9. Hodges, S. (2006).

Trend tracker. State of the marketing nation. A report on European legal marketing 2005. Managing Partner Magazine. Best Practice Series: Strategic Marketing. February. pp. 11-15. Hodges, S. (2006).

Gli avvocati alle prese con il decreto (Professional reforms for the legal profession). Economy. July 21. pp. 40-41.Hodges, S. (2006). The continental challenge. Legal Marketing Magazine. August/September. pp. 21-23. Hodges, S. (2006).

What is Italian for “Ambulance Chaser”? Marketing comes to Italian law firms, whether they want it or not. Strategies-The Journal of Legal Marketing. Vol. 8. No. 9. pp. 12-16. Hodges, S. (2005).

Finding the Edge is doing business in Europe. Strategies-The Journal of Legal Marketing. Vol. 7. No. 1. p. 11. Hodges, S. (2003).

This is about lawyers, not about toothpaste. Professional Management PM-Forum Magazine. October. p. 10.

Mailing Address

Fordham University School of Law
150 West 62nd Street, New York, NY 10023