X

Thank you for sharing!

Your article was successfully shared with the contacts you provided.
For the team in charge of Wilson Sonsini Goodrich & Rosati, waiting for client feedback to bubble up from associates and rank-and-file partners to firm management takes too long. They want to know what clients expect from the firm. So Wilson managers like partner John Roos, managing director of professional services, began a more aggressive approach earlier this year to learn where clients see their industries headed. That way, Wilson Sonsini can be ready when change does occur. Roos is one of a team of senior Wilson partners roving through the Valley, visiting clients to pick their brains. It’s not ground-breaking — lawyers talk to their clients all the time. But Wilson’s managers decided they want to take the lead in intelligence gathering. “We decided rather than poll each individual partner about the conversations they’re having,” Roos said, “we would go out, and, in a more formal way, interview our clients about the direction of their technology and their need for services.” Roos said partner teams, which have included Donna Petkanics, the firm’s managing director of operations, and Donald Bradley, Wilson’s general counsel, have met with about a half-dozen clients so far. Roos said they’re targeting a cross-section of the firm’s clients, including companies both large and small and in different sectors of the technology industry, from Internet companies to network hardware makers. Roos declined to name the clients that the firm has queried or go into detail about the intelligence gleaned. But sources at the firm said Sun Microsystems Inc. was one stop on the tour. That meeting proved so insightful, managers invited John Croll, Sun’s general counsel, to speak during Wilson’s annual partners retreat over the Labor Day weekend. Roos said so far, the one- to two-hour client meetings have been broad conversations about the industry and the firm’s relationship with the client. And clients seem willing, even happy, to talk about global issues, Roos said. So pleased, in fact, that not one has pulled out a recent legal bill to kvetch about charges. “It’s been more of a ‘where’s your business headed?’ and ‘what areas do you see the need for legal services?’” Roos said. “Talking directly to our clients is helpful, and I think the clients appreciate it.”

This content has been archived. It is available exclusively through our partner LexisNexis®.

To view this content, please continue to Lexis Advance®.

Not a Lexis Advance® Subscriber? Subscribe Now

Why am I seeing this?

LexisNexis® is now the exclusive third party online distributor of the broad collection of current and archived versions of ALM's legal news publications. LexisNexis® customers will be able to access and use ALM's content by subscribing to the LexisNexis® services via Lexis Advance®. This includes content from the National Law Journal®, The American Lawyer®, Law Technology News®, The New York Law Journal® and Corporate Counsel®, as well as ALM's other newspapers, directories, legal treatises, published and unpublished court opinions, and other sources of legal information.

ALM's content plays a significant role in your work and research, and now through this alliance LexisNexis® will bring you access to an even more comprehensive collection of legal content.

For questions call 1-877-256-2472 or contact us at [email protected]

 
 

ALM Legal Publication Newsletters

Sign Up Today and Never Miss Another Story.

As part of your digital membership, you can sign up for an unlimited number of a wide range of complimentary newsletters. Visit your My Account page to make your selections. Get the timely legal news and critical analysis you cannot afford to miss. Tailored just for you. In your inbox. Every day.

Copyright © 2020 ALM Media Properties, LLC. All Rights Reserved.