Written by:
Grant Yuill
Head of Marketing & Customer Engagement
Denovo is at the forefront of the technology transformation in the legal industry. With the development of a fully customisable practice management platform that integrates case management, legal accounts, and practice management tools, Denovo has become a trusted partner for law firms across the UK. In this interview, Callum Blair, Denovo’s Partnership Development Manager, reflects on his nearly two decades with the company. He shares how the evolution of the platform and the company’s cultural shift toward building lasting partnerships have helped law firms make the decision to work with Denovo—and why so many remain loyal to this day.
Grant Yuill (GY), Head of Marketing at Denovo: Callum, you’ve been with Denovo for nearly two decades—a remarkable journey! Over the past few years, we’ve seen quite a resurgence with the introduction of our fully customisable practice management platform. How important has this development been, and how has it shaped the way law firms view Denovo?
Callum Blair (CB), Partnership Development Manager at Denovo: It’s been a genuine game changer, Grant. I’ve seen Denovo evolve through many phases, but the introduction of this all-in-one platform has truly transformed how law firms perceive us. Before, we were seen as just another case management provider. Now, with a fully customisable system that brings together practice management, case management, and legal accounts into one cohesive platform, firms are beginning to understand that we’re offering them a comprehensive solution tailored to their specific needs.
What’s really crucial here is that firms don’t want multiple disjointed systems—they want one system that can do it all. The development of this integrated platform has been key in giving them confidence that they can manage every aspect of their practice, from client files to financial compliance, in a single, user-friendly system. It simplifies their operations, and that’s been a huge selling point.
GY: You’ve been helping firms navigate the decision-making process for years. How have these platform developments, along with Denovo’s cultural shift towards creating real partnerships, impacted the way firms approach that decision?
CB: The platform itself is certainly a big draw, but just as important has been our shift in how we work with firms. We’ve moved away from being a traditional software provider to really creating long-term partnerships with our clients. This change in culture has made a huge difference in how firms approach the decision-making process.
Before, a lot of firms would be hesitant. They’d look at us and think, “Is this just another software company looking to sell us something and disappear?” But now, with the way we engage with firms—offering ongoing support, regular check-ins, and making them part of the development process—they see us as partners, not just providers.
I spend a lot of time talking to firms about their specific needs and pain points. They know that we’re not just here to sell them a product; we’re here to help their practice run more efficiently, and that’s really resonated with them. This partnership approach has helped alleviate a lot of the concerns firms typically have about switching software. They know they’re not doing it alone—we’re with them every step of the way.
GY: From your perspective, what are the main concerns law firms have when considering a switch, and how has this new approach helped address those concerns?
CB: The main concerns I hear are around disruption, cost, and whether the new system will truly meet their needs. Law firms, by nature, are cautious—especially when it comes to their software. They’re worried about how long the transition will take, how it will impact their day-to-day operations, and whether the system will integrate smoothly with their existing workflows.
Our new approach addresses those concerns head-on. First, we don’t just sell the software and walk away. We build a relationship with the firm, ensuring that they have the right support in place from day one. Whether it’s data migration, training, or ongoing support, we’re there to guide them through the process. And because our platform is so customisable, we can fine-tune it to meet their specific requirements, whether they’re a small firm or a larger practice. That flexibility is a huge reassurance for them.
Firms also appreciate our transparency around costs. We’re very upfront about what they can expect, and we guarantee no price increases during their contract, which is one of the main reasons firms are deciding to approach us and move away from some of the providers who have entered the UK market in the past few years. We work with them to ensure they get the best value for their investment. By taking the time to understand their budget and needs, we can craft a solution that fits both.
GY: You’ve worked with law firms of all sizes over the years. How has your experience with different types of firms helped you tailor the way you present Denovo’s offerings?
CB: It’s been invaluable. Every firm operates differently. Small firms might be focused on time efficiency and reducing admin work, while larger practices might be more concerned with compliance and data security. Having worked with such a diverse range of firms over the years, I’ve learned how important it is to truly listen to what they need.
I don’t come in with a one-size-fits-all pitch. Instead, I ask questions, listen to their specific pain points, and work with them to see how Denovo can fit into their daily operations. It’s about understanding their unique challenges and showing them how our platform can be moulded to address those needs. That’s been crucial in building trust and, ultimately, long-term relationships.
GY: Denovo has built quite a loyal following over the years. Why do you think so many law firms stick with Denovo after making the switch?
CB: Loyalty comes down to two things: trust and results. Firms trust us because we take the time to understand their needs and deliver on our promises. They know we’re not just a software provider —we’re their partner, helping them navigate the challenges they face as they grow. That partnership is something they can rely on.
Then there are the results. Once firms start using our platform and see the difference it makes in their operations—whether it’s saving time on admin tasks, improving client communication, or helping them stay compliant—they’re more likely to stay. It’s a case of, “If it’s not broken, why fix it?” They’re getting the support they need, their processes are running smoothly, and their business is benefiting from the efficiencies our system brings.
GY: Looking ahead, how do you see Denovo continuing to grow and evolve in this space?
CB: I think we’ll continue to build on the partnership model. The legal industry is evolving, and firms need technology that can keep up with those changes. We’ll keep listening to our clients, understanding their pain points, and developing our platform to meet their needs. That’s how we’ve come this far, and that’s how we’ll keep moving forward.
The key is staying adaptable. The legal sector is in a constant state of flux, and if you can’t adapt, you’ll get left behind. We’re committed to making sure that doesn’t happen to our clients. By continuing to invest in our technology and building deeper relationships with the firms we work with, I think Denovo will be at the forefront of legal tech for years to come.
GY: Thanks for your insights, Callum. It’s clear that Denovo’s focus on partnership and adaptability is resonating with law firms across the board.
CB: It’s been a great journey so far, Grant. I’m excited to see where we take things from here.
If you’re ready to make the switch to a more efficient case management software let us help. At Denovo, we specialise in successful conversions, ensuring your data stays secure and your team is fully supported. Contact us today and make the change easier.
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