1. How to Meet the Client Demand — Know My Business

The most challenging and yet the most critical aspect of understanding the client’s company and its business is understanding its business model.

“The single most important thing that outside counsel can do to assist in C-Suite communications is to understand our business and the company’s goals.” — José Gonzalez, EVP& General Counsel, CNA, USA

The most challenging and yet the most critical aspect of understanding the client’s company and its business is understanding its business model. Law firms often approach this as if it is fine to learn this incrementally as you get to know the client over time. However, this is not acceptable to clients. They need you to understand, internalize, and translate that understanding into creative solutions for legal issues as early as possible, so you can help them address business challenges. And then, to continue to refine your understanding so you can continuously offer proactive solutions as well as solve immediate problems. This and I nutshell is why clients want you to specialize in them.

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