‘From the Client’s Chair’ is a blog post series that explores some of the ways law firms ‘misfire’ when trying to win — and keep — business.  The observations are based on my experiences as a General Counsel ‘client’ who has selected and worked with hundreds of law firms over the years. So, let’s turn to…

The $30,000 Memo

Sometimes the client wants to buy experience.

My company was planning to sign a major contract negotiated by the Legal Team I headed.  The negotiations had been arduous [that’s what happens when the other side has all the power], yet we’d managed to protect the company from an unreasonable amount of liability.

Or had we? Continue reading →