Winning Business: How To Woo The In-House Lawyer

Law360, New York (August 14, 2008, 12:00 AM EDT) -- Are you the firm that likes to PowerPoint your way to new business? Do you brag about your win-loss ratio and neglect to study your prospective clients’ needs? Do you boast of diversity in the ranks and deliver five white men in suits to the beauty contest?

Corporate counsel told lawyers at the recent annual American Bar Association conference in New York how best to win them over when you're vying for their business, and how best to lose their interest. The following is a handy...
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