You’ve nurtured a relationship with general counsel for one of your star clients, and news has come down that the company is being bought. Your cozy contact with the C-Suite executives won’t amount to much when they move out of the picture, but does that mean the end of the world as you know it? Not necessarily. A client of mine who did legal work for a utility company—which amounted to about a quarter of all his business—was confronted with this problem. I advised him to take a quick look at the acquiring company’s board of directors and identify one or two that might be employed by the firm’s other clients and ask for an immediate introduction to the general counsel and head of the litigation for the acquiring corporation. He gave a compelling presentation and is now lead litigation counsel for both companies. Polish your law selling skills and line up the legal sales stars of the firm and sell like your business depends on it—because it does.

This entry was posted on Wednesday, January 14th, 2009 at 12:28 pm and is filed under Client Retention. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.