Author: Gloria Qiao, Founder & CEO of Trusli

When it comes to lawyers using AI and technology, many general counsels and heads of procurement ask us: where is the best place to start? Our answer has always been: is there a process in your organization that’s predictable and repeatable? If so, we can automate it to improve productivity and reduce ambiguity. But that still sounds very abstract for many folks, so here's a good starting point: legal playbooks. Let us break it down for you. 

1. What a legal playbook is

A well-organized in-house legal department, as well as an experienced procurement team, will always try to push suppliers and customers to use their preferred contract templates. This reduces the variance between different contracts, enhances the efficiency of the team, and ultimately creates more leverage for the company. 

A clear next step, therefore, is to have a set of prepared and standardized responses when such templates receive pushback or in lawyer’s terms, are marked up. This captures positions and strategies in line with the company’s goals, promotes consistency through standardization, and mitigates risk. 

There are many names for such a set of responses. Some call them process manuals, training manuals, negotiation guidelines, or more concisely and playfully, a “Legal Playbook”. 

2. Where legal playbooks live 

Having a standardized, unified set of responses to proposed markups sounds great, but where do such guidelines come from, and where do they live?

Unfortunately, for many companies, the Legal Playbook lives only in the heads of one or two senior lawyers. Sounds crazy, but it’s true. 

Forward-thinking in-house counsel and procurement teams will put in the time and effort to distill, organize and draft such responses in formal documentation. Such documentation may live on someone’s hard drive, be forwarded around in emails or Slack messages, or better still, live on a Sharepoint or Google Drive where multiple teams have access. If you are already there, congratulations! You have now “digitized” your legal playbooks. The digitized playbooks are now shareable, updateable, searchable, and easily accessible from anywhere. If you don’t have a digitalized Legal Playbook or a Legal Playbook in any format at all, we can help you to get started. 

Trusli templates management

3. Why modern procurement and in-house legal teams must automate their playbook 

In today’s world where robots deliver goods and cars drive themselves, it’s shocking to see how often people use legal playbooks by simply having two-word documents open side by side and manually comparing the differences. 

With the right technology and artificial intelligence, we can automate your legal playbooks by deploying machine learning. We can compare the markup you receive back from a counterparty to your standard templates and playbooks and automatically suggest responses based on your pre-defined playbooks. 

This ability will make many procurement teams far more self-sufficient by freeing them up from a formal ‘legal review’ introduced during the earliest interactions. Instead, they can simply “self serve” and use playbook automation to generate company-approved responses to the first set of comments without the delay of engaging other groups. 

Similarly, in small in-house legal teams, instead of hiring many lawyers or paralegals to review each document by hand, by deploying legal playbook automation, the team can quickly move through straightforward agreement negotiations, such as NDAs, with a few clicks and a very light legal review. This increases the productivity and efficiency of the team, facilitates collaboration, and reduces the need for a large legal effort from the start. 

Trusli automated documents comparison

4. Automation of a team’s playbook is an ideal use case for the application of AI in legal tech 

We have talked a lot about the best use cases of AI in legal tech, and the adoption of an automated legal playbook is a prime example. It’s a predefined process that excellent lawyers help to draft. It’s data-driven, precise, and can be implemented as an easy first step. More importantly, it does not take away the ability of lawyers to review the nuances of a markup, and when appropriate, lawyers can still choose not to use the automated playbook response but rather choose to edit with their discretion. 

More importantly, over time, the use of machine learning can improve as the lawyers continue to improve the playbook. Similar to a self-driving car that is on the street and keeps learning behaviors based on actual scenarios and even simulation, the legal and procurement team can teach the AI, through actual modifications of the playbook and even simulation, what the preferred responses and strategies are when faced with push back by third-parties to the standard templates. We can even take these inputs and use them to improve our templates. Machine learning is a powerful and highly adaptable tool with the ability to constantly evolve and improve its operation and functionality, leading to outcomes that come close to perfection. 

Trusli automated playbook

5. Deploying a playbook doesn’t have to disrupt your current processes and tech stack 

Some of you may be thinking: all this sounds great, but I already have a procurement system, a lead intake system, and or a CLM. Where do I deploy the legal playbook? 

Well, you are in luck. Here at Trusli, we are helping procurement teams and in-house legal teams to deploy their legal playbooks in a nimble, agile way. We don’t have a one-size-fits-all, pre-built, full-blown system that forces you to change the way you work. Instead, our approach is a no-code, drag-and-drop, modular one. Show us what you’ve got and we can connect to all of them. Be it a procurement system, a deal intake system, or an existing CLM. Our approach to machine learning and data is derived from self-driving cars. We help you achieve true automation which is way beyond a simple deal dashboard and/or a typical CLM system. 

Sounds intriguing? Join us as our design partner. We are only looking for three. Grab a spot before they are gone. Wonder why we are the right people to do this? Check out our latest blog article here.

How to automate your contract negotiation? The legal playbook is the answer

Sign up to receive our email newsletters

Thank you for subscribing!
Oops! Something went wrong while submitting the form.
Gloria Qiao J.D.

Gloria is the founder of, seasoned lawyer, business person and entrepreneur, determined to bring legal help to you at an affordable cost efficiently.

Gloria Qiao J.D.

Gloria is the founder of, seasoned lawyer, business person and entrepreneur, determined to bring legal help to you at an affordable cost efficiently.

Got a question?

Drop us a note. We will get back to you within 1 business day.

Thank you! Your inquiry has been received.
Oops! Something went wrong while submitting the form.


Procurement Automation Should Not Stop With Approvals and Automated Workflows

August 9, 2022

Recently, we have discussed how to best begin deploying AI and technology in support of lawyers. But what about procurement?

Read more

How to automate your contract negotiation? The legal playbook is the answer

August 5, 2022

When it comes to lawyers using AI and technology, many general counsels and heads of procurement ask us: where is the best place to start?

Read more

Consider changing your business type? It's easier than you think

July 28, 2022

We will discuss why businesses want to change the business type (most of the time, from a less complex structure to a more complex structure) and how to change the business type. 

Read more

Why and How Trusli Will Lead the Technlogy Innovation for Lawyers (And Others)

July 21, 2022

Many of the readers may ask: why you? Why do you believe that you are uniquely positioned to lead technology for lawyers, build lawyer tools, and even for others like in-house departments of tech companies? And if you are qualified, how will you do so differently from others? Here are some thoughts.

Read more

Why Document Automation Is the Core of All Law Firm Automation

July 12, 2022

While there are tons of processes to automate and apply machine learning for law firm practice management software, a great place to start is document automation for large and small law firms. Here at Trusli, we have developed multiple automation tools that are contextual, intelligent, and pain-free for lawyers.

Read more

Infringement or Necessity? The Balancing Act of the Second Amendment Gun Ownership Rights

June 30, 2022

A mass shooting is an incident in which four or more people were shot or killed, excluding the shooter. As of May 31, there were 230 mass shootings in the United States in 2022. This topic has been especially discussed in the media recently after the Uvalde Elementary School shooting where 19 students and 2 teachers were fatally shot by an 18-year-old who legally bought AR rifles just days before the shooting.

Read more
View all posts
// EMAIL DOMAINS TO BLOCK var emailList = /^([\w-\.]+@(?!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!![\w-]+\.)+[\w-]{2,4})?$/ // ALERT MESSAGE TO BE SHOWN var emailAlert = 'Please input a valid work email address (NOT Gmail, Outlook, Yahoo, etc.)' // VALIDATion $('input[type=submit]').click(function() { $("input[type=email]").each(function() { var email = $(this).val().toLowerCase(); if (emailList.test(email)) { (this).setCustomValidity(''); } else { (this).setCustomValidity(emailAlert); } }) }); // PREVENTS ALERT FROM APPEARING WITH EACH KEYPRESS $('input[type=email]').on('input', function() { (this).setCustomValidity(''); });