Case Studies: Client Meetings
Dump the Resume
Problem...
The pitch meeting was a disappointment. The lawyers on the presentation team knew they had never gotten beyond the minutiae. The hoped-for discussion of strategy and options never took place.
Solution...
For their next presentation, the team reversed the usual agenda. They did not talk about the firm or the lawyers’ backgrounds unless specifically relevant to case strategy. Instead, they started with the value proposition, “Here’s what I can do for you. Here’s our general sense of how we’re going to get there. Now let’s discuss the details.”
