Over the years, I’ve conducted thousands of client interviews to gather feedback on outside counsel. The discussion frequently turns to how a firm first started representing the client, leading to stories about what lawyers do well — or not so well — when trying to pitch for business. Mistakes range from not doing enough to doing too much in business development meetings. Let’s assume you have an opportunity to meet with a prospective client to discuss helping with a company’s legal work. Here are do's and don’ts to make the most of your opportunity.
Originally published February 14, 2018
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