Selling To In-House Counsel
A major complaint I have often heard from in-house counsel is that their attitudes about outside counsel are unsuspected. And many go on to say that their needs are unexplored by law firms.
These are two different concerns, but the same theme pervades. The next few articles will cover what inside-counsel are facing and what you should be doing to be truly “clientcentric.”
Issues they confront include:
* GC’s positions have become more tenuous;
* Shareholder pressures on corporate value have increased;
* New product or service development costs have grown;
* Boards of Directors’ expectations of in-house counsel and their
roles in “preventive law” present even greater challenges;
* SOX has created liability for GC’s that many do not want to bear,
or simply can not bear; and
* CEO’s are breathing down their necks.
So, when you enter a pitch or proposal meeting, are you really aware of
WHAT KEEPS ‘EM UP AT NIGHT?
