COLUMN — In an AI era, law firms train lawyers to act like humans

(The opinions expressed here are those of the author, a columnist for Reuters.) By Sara Randazzo Sept 24 (Reuters) — "You are not Atticus Finch." That's the message Silicon Valley lawyer Ivan Gaviria delivered to nine of Gunderson Dettmer's newest partners during a recent boot camp on how to successfully win business and stand out against AI and competitors, stressing that "you have to accept that you are in the business of sales." As AI tools become more sophisticated and companies decide they can do more legal work themselves, law firms are increasingly betting that lawyers will distinguish themselves through something artificial intelligence can't easily replicate: relationships. Being a successful partner, Gaviria told his junior colleagues, is like being that favorite guide on a safari or outdoor excursion. The goal is to become “someone who they want to hang out with at the fireplace afterwards, but who they also trust to keep them safe on the mountain.” With around 400 lawyers, Gunderson Dettmer Stough Villeneuve Franklin & Hachigian focuses exclusively on representing venture-backed technology and life sciences companies and investors, including the lead investors this year