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Coda to "Who is your client?"

How to create relationships with business management without alienating inhouse counsel? Earn them by contributing relevant thinking.

“Dead (wo)man walking”

Like a death row inmate whose appeals are exhausted, lawyers without clients are on a path whose destination is known. Here's how to avoid it.

Stop Operating with a Guild Mindset

A guild mentality permeates law firms, where practice groups have their own area of expertise. Each looks to be world-class at what it does and has a plausible internal rationale for asserting its primacy. This mentality creates incoherence within the firm.

“Sell to the top dog!”

Make sure you're selling to those with the greatest stake in the business problem you solve. That's usually not the CEO.