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Legal Sales & Service: The Most Important Trend in Legal Business Development

By Jim Hassett

Recently, I spoke with the general counsel at a Fortune 500 firm about some of his best, and worst, experiences with law firms. His central message was that 'Social events and personal relationships just don't matter like they used to. These days, if a firm wants a steady flow of new business, [it] must deliver value.'

In a transparent world where every GC is held accountable for results, and you're only as good as what you accomplished last week, golf outings and tickets to sports events just don't have the power that they used to. This GC's best relationships were with firms that delivered value, that were open and honest about anticipating cost, and that sought his advice on tactics, so that he could choose the best course based not just on legal strategy but also on financial implications.

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