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Do You Know What Companies Really Want?

By Allan Colman
February 27, 2007

'Law firms are dumb about what companies really want. I am shocked at how cocky and not-in-tune they are.'

In the 20 years I have worked with and for in-house counsel and CEOs, this recent statement to me by a Fortune 100 senior in-house counsel is the strongest yet. Over the years I've compiled a number of such statements, which, if more moderate in tone, are equally serious in intent. Many of them zero in with a great deal of specificity on buyers' discontent and, as such, are particularly helpful, if disconcerting.

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