If you are a law firm partner (or an aspiring partner) who wants more business from someone like me, then this book is for you. I am an inhouse counsel in the legal department of a Fortune 100 company. And yes, I am critical in my company’s decisions on law firm appointments. Most of the time, I have unilateral authority to appoint the law firm. Other times, even when I don’t have that affirmative power to appoint, I most always have the unilateral power to veto a law firm, or even a particular lawyer at a law firm.
In this book, I will teach you the top dos and don’ts in pitching me, and then the top dos and don’ts after you’ve won the pitch so you get repeat business. Then shampoo, rinse, repeat. That is exactly what rainmakers do. There is no reason why you can’t do the same thing. Also in this book are case studies on partners who have succeeded and other who partners have failed in real-life scenarios. Have you ever thought to yourself, “How do I get on the panel?”. Or “I have no idea what fee quote will win this deal”. If so, I will help unmask the answers to those questions and many more. I write this book as a first person narrative because this is my perspective, my experience and my advice to you.
Table of Contents:
FOREWARD
INTRODUCTION
PART I – HOW TO PITCH ME FOR THE FIRST TIME
1.Understand who I am and what motivates me
2.Understand what my job is and what your job is
a.My job: identify any legal risk that my company is exposed to every day
and mitigate it.
b.Your job: execute the matter to reflect our company’s desired
legal risk position and offtake any residual risk.
3.How to make first contact
a.Referral.
b.Cold calling.
c.Cold emailing.
4.Following up
a.The most common thing is the worst thing to do.
b.Coffee, lunch, dinner, happy hour or other?
c.Offer me something.
d.Case Studies.
i.The art of the fee quote.
ii.How to deal with the panel system.
iii.What keeps me up at night.
PART II – HOW TO WIN REPEAT BUSINESS
5.Congratulations! You’ve been appointed! Now what?
a.Make my life easier. Not harder.
b.Help me do my job (i.e., identifying legal risk and mitigating it) by doing your job (i.e., executing the matter and offtaking my risk).
c.Case Studies.
i.Legal opinion.
ii.Due diligence.
iii.Written advice.
6.Conclusion
In this book, I will teach you the top dos and don’ts in pitching me, and then the top dos and don’ts after you’ve won the pitch so you get repeat business. Then shampoo, rinse, repeat. That is exactly what rainmakers do. There is no reason why you can’t do the same thing. Also in this book are case studies on partners who have succeeded and other who partners have failed in real-life scenarios. Have you ever thought to yourself, “How do I get on the panel?”. Or “I have no idea what fee quote will win this deal”. If so, I will help unmask the answers to those questions and many more. I write this book as a first person narrative because this is my perspective, my experience and my advice to you.
Table of Contents:
FOREWARD
INTRODUCTION
PART I – HOW TO PITCH ME FOR THE FIRST TIME
1.Understand who I am and what motivates me
2.Understand what my job is and what your job is
a.My job: identify any legal risk that my company is exposed to every day
and mitigate it.
b.Your job: execute the matter to reflect our company’s desired
legal risk position and offtake any residual risk.
3.How to make first contact
a.Referral.
b.Cold calling.
c.Cold emailing.
4.Following up
a.The most common thing is the worst thing to do.
b.Coffee, lunch, dinner, happy hour or other?
c.Offer me something.
d.Case Studies.
i.The art of the fee quote.
ii.How to deal with the panel system.
iii.What keeps me up at night.
PART II – HOW TO WIN REPEAT BUSINESS
5.Congratulations! You’ve been appointed! Now what?
a.Make my life easier. Not harder.
b.Help me do my job (i.e., identifying legal risk and mitigating it) by doing your job (i.e., executing the matter and offtaking my risk).
c.Case Studies.
i.Legal opinion.
ii.Due diligence.
iii.Written advice.
6.Conclusion
