Asked And Answered
Following our theme of asking questions of in-house counsel, our recent article in MARKETING THE LAW FIRM is worth repeating here. “You know Susan, it’s funny. I’ve been reading these damn surveys about what’s most important to in-house counsel and I see two very different results. One of them says that understanding your business needs is the most important thing. The other says that cost-efficiency is the overriding priority. What do you think?”
Whatever answer you get will at least be helpful and may be decisive. A thoughtful buyer might even tell you how and why the two contrasting priorities are not in opposition. One response heard is that all of our business lines include cost-efficiently; so you will need to consider that.
Another answer presents an either/or situation. “If you can scare plaintiffs’ lawyers off, we don’t mind a little budget creep.” A third might be “We’re under enormous pressure to keep fees down. We need to settle these cases and settle them fast.”
In all cases, you have your answer - and perhaps a cue for further action. If, for example, you’re apprised of that “enormous pressure ” from the C-Suite or the board to hold or cut costs, offer a solution. Volunteer to meet with the CEO (off the clock) to provide long-term assessments of what a less pound-foolish approach can achieve as well as the dangers of being overly penny-wise.
