Law Journal Newsletters

An ALM Website

The Red Zone

Closing in the RED ZONE - How Outside Counsel are Selected

By Allan Colman, Managing Director, the Closers Group: acolman@closersgroup.com

  • E-Mail this Article
  • View Printable Article

During the past 20 years, I've had the good fortune of sitting in with in-house counsel as they discuss their outside firms and the selection process for new ones. As you read the following quotes, do an honest assessment of whether you and your firm meet any of the categories. And if so, make sure you use the suggested tactics to solve the problem.

1. "Law firms are dumb about what companies really want. I am shocked at how cocky and not-in-tune they are." SOLVE THE PROBLEM by holding a pre-meeting or phone conversation with your contact. 2. "I am going to start hiring plaintiff attorneys who are successful versus large companies like ours; they are winners." SOLVE THE PROBLEM by decoding hidden decision making cues that might even come from the CEO. 3. "Our law firms are spoiled and dull - I want to shake things up." SOLVE THE PROBLEM by concentrating on efforts to enhance your retention. 4. "I want people who win, whether selling our products or beating our competitors in court." from a CEO. SOLVE THE PROBLEM by using the selection process to demonstrate what additional value you bring to them, even from the discussions during the selection process.

Enter your comments below or through acolman@closersgroup.com.

Comments

Be the first to comment on this post using the section below.

Add your comments

Log In

You must be logged in to comment

Register

Enter your information below to begin your FREE registration

MOST POPULAR ARTICLES

THE MATRIMONIAL STRATEGIST

PA Civil Unions and Domestic Partnerships

Although same-sex marriages and divorces can now be granted anywhere in the country, there are a few unanswered questions in Pennsylvania regarding how legal relationships between same-sex couples — that are not marriages — should be treated.

Tweets