How the largest companies in the world changed how they bought legal services

I figured for the first newsletter of the year I’d throw a bunch of data your way. Shocking, I know. 

Below are four highlights of what we saw on PERSUIT that differed in 2025 compared to 2024. Clients' behavioral shifts. The types of matters flowing through. Which sectors took off. And more.

Four trends. And, of course, four takes from me. Because you know… I have opinions.

Trend 1: Total wallet up 26% to $1.4B in 2025

I think it's helpful for all firms to know the total wallet that's available on PERSUIT. Total estimated matter value on the platform in 2025 hit $1.4B, up 26% year-over-year.  

The chart below shows how that spend is broken out by client sector (combining 2024 and 2025).

My Take: Pharma and FinServ have been two of PERSUIT’s longest running “biggest sectors”. No real surprises here. PERSUIT is growing fast among the Fortune 500 as more and more partner with PERSUIT. 

Trend 2: Infotech is the cool kid on the block

The chart below shows how much each client sector’s wallet increased or decreased between 2024 and 2025. The Pharmaceuticals, Healthcare & Life Sciences sector led all sectors with a $146.9M increase in spend year-over-year. 

But right behind them? Infotech, with a $131.1M increase.

Combine that with Infotech’s 182% increase in matter volume (see Trend #3), and you have one of the fastest-growing verticals on the platform — in both quantity and value.

My Take: I will make a prediction right here: Infotech will outpace all other sectors on PERSUIT, in year-on-year growth, in 2026. Infotech’s growth means we’ve signed some heavy-hitter clients that aren’t shy about transforming their outside counsel program through PERSUIT. You probably know many of these clients already. Pharma’s still Pharma and we certainly brought on some of the biggest companies in Pharma last year, but Infotech is where we’re seeing some of the most aggressive expansion.

Trend 3: Clients are putting more (smaller) matters through PERSUIT

Across nearly every sector, we’re seeing a meaningful increase in total matter count, including massive jumps from Accommodation & Food Services (+770%), Infotech (+182%), and Utilities (+88%).

But here’s where it gets interesting (for me). In 7 out of 11 client sectors, the average matter size decreased between 2024 and 2025.

My Take: Volume up. Matter sizes down. This is one of the clearest signs of maturity we’ve seen. Clients aren’t just using PERSUIT for high-dollar, high-complexity matters anymore. They're applying it more broadly as part of an evolving (and I’d say, improving) outside counsel management program — where the goal isn’t just driving cost avoidance on one or two huge matters, but to see repeatable ROI from more (or in some cases, all) matters. They're leveraging different use cases and have a deeper appreciation for the value of the data they get when usage expands across the legal department. And yes, that means you might be responding to more requests of varying types and sizes. #sorrynotsorry

Trend 4: Firms outside the Am Law 100 are getting a lot more looks

Using global revenue-based cohorts, we looked at how much more firms were invited to participate in 2025 compared to 2024.

The 101–200 cohort saw the biggest jump in invited amount — a staggering $246M increase. Interestingly, the “Unranked” group (which includes smaller firms, boutiques, and ALSPs) also saw a large jump: $134M.

My Take: Clients are casting a wider net. There’s a real broadening of the competitive set, especially in areas where value and specialization matter. Mid-market and niche players are getting more looks and more chances to win. This is where I believe PERSUIT can be a real growth lever for firms that lean into the process.