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Client relationships are changing - here's what you should do about it

How you can deliver more value by expanding your skillset, building relationships, and understanding the needs of your clients
Client relationships are changing - here's what you should do about it

Developing personal relationships and fostering greater understanding of your client's needs are as important as ever in the legal world. In this episode, Natalie and Peter chat with Mark Le Blanc about how the changing dynamic between in-house counsel and external law firms can help lawyers deliver more value and drive change in the legal industry as a whole.

Mark Le Blanc


Mark Le Blanc, TVO

A business minded lawyer with excellent judgement who has built and evolved legal departments and been a key player in transitioning a legacy business into a digital product business. Mark deeply believes that organizational value can be significantly increased from driving legal knowledge and insights deep into the business units of organizations. His experience has taught him that to do this you not only need legal knowledge, insight and judgement, but you need to build relationships and put in place systems and processes that will fully leverage the value in the legal knowledge and keep risk at an acceptable level. He also knows that to succeed in delivering on this value while managing risk requires ongoing effort and attention, particularly in an environment where technology and competition are creating an ever changing landscape. In short, Mark uses his knowledge, judgement and years of experience to generate value from the enormous opportunity created by the evolution of the practice of law as it relates to the businesses he supports.  

Peter Aprile


Peter Aprile, Counter Tax Lawyers

Peter Aprile is a senior lawyer specializing in tax dispute resolution and litigation. His vision as Counter’s founder and his everyday role at the firm are one and the same: to be an agent of change, uncovering opportunities and developing strategies that achieve more than anyone expected. A creative thinker, Peter studies problems from all different angles to find what others have missed. He’s also convinced that he likes winning more than most people.

Different people describe Peter in different ways. At the CRA and the federal Department of Justice, the word relentless comes up quite a lot. Admittedly, so does the word a**hole – but it’s often said with a certain grudging respect, if not affection. Peter’s clients call him a saint. Well, some of them, anyway. His colleagues describe him as empowering and harddriving, but fair. Peter’s friends call him loyal. His wife describes him as a lot to deal with, but worth it. Peter encourages his young daughter and son to call him “The Big Homie,” though with limited success. His mother describes him with the single word mischievous – before going on to complain that he should call more.

Read Peter’s complete bio →

Natalie Worsfold


Natalie Worsfold, Counter Tax Lawyers

Natalie is a tax lawyer who represents individual taxpayers and owner-managed businesses in disputes with the Canada Revenue Agency (CRA). She also successfully challenges CRA decisions denying taxpayer relief and helps facilitate applications under the Voluntary Disclosures Program.

But what you really need to know about Natalie is that she’s a tax litigator with heart. When she takes a case, it’s not out of technical interest – it’s because she cares. And if she believes the government has got something wrong, she won’t stop until it’s been put right. She’s fierce.

Natalie is the co-architect behind many of Counter’s process workflows, software and data analytics systems, as well as our comprehensive knowledgebase (loving named Hank). And when it comes to preparing cases, she’s Counter’s secret weapon – happiest when elbow-deep in evidence, meticulously building creative solutions to seemingly impossible problems. Because the fact is Natalie sees things that other people don’t.

Natalie’s family and friends describe her as loyal, selfless, understanding and fun. They also mention stubborn. To her Counter colleagues she’s a combination of stellar brainpower and contagious enthusiasm who elevates the game of everyone around her.

Read Natalie’s complete bio →

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