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From the Client’s Chair: Why Your Firm’s Legal Bills Don’t Get Paid

As a general counsel, I’ve paid a lot of legal bills over the years.

Most of the time, I was happy to pay them after only a quick review.  But then there were the bills that languished, waiting until I had the time — or had calmed down enough — to get in touch with their sender.

To assure that your firm’s bills don’t “stall out” once they land in your client’s inbox, follow these guidelines: Continue reading


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From the Client’s Chair: Why Your Firm’s Marketing Pitch Didn’t Work – Reason #2

“From the Client’s Chair” is a series of blog posts that identifies some of the mistakes law firms make when trying to win business. Believe me, there are many.  So, let’s move to…

Reason #2 for Not Winning My Business: You’re Just like All the Other Guys

When you become a general counsel, your popularity soars – at least, among the law firm crowd. (Your company’s own employees sometimes hold you in different regard: “What do you mean we can’t bungee jump off the roof at our summer outing?”)

As a new GC, you’re courted by droves of firm partners, all hoping to win a piece of your company’s legal work. Many business lunches later, most of these marketing pitches blur.

So, what’s a law firm to do? Many things (hence, this “From the Client’s Chair” series). But, among them, be prepared to respond to a comment like this:

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From the Client’s Chair: Why Your Firm’s Marketing Pitch Didn’t Work – Reason #1

In my career as a general counsel, I’ve been asked to put together many, many panel discussions on more or less the same topic. I’ll call it:  How Law Firms “Blow It” When Marketing to the General Counsel.

I suppose these speaking requests mean I’ve developed a reputation as a crank. So be it. When it comes to law firms trying to get business from my fellow GCs and me, the mistakes we’ve seen are glaring. The good news? Many are easy to fix.

In this series of blog posts, “From the Client’s Chair,” I’ll discuss some of the mistakes firms make when trying to win a client’s business.

The overarching theme of this series– that is, the thing that all of these mistakes have in common – is this: Law firms need to realize that a marketing pitch is not about them; rather, it’s about the client.

So, let’s get started: Continue reading