You cannot just be legal!
Selling Multiple Benefits: A Key to In-House Success
Success as an in-house solicitor often hinges on the ability to go beyond the obvious.
While providing sound legal advice is essential, truly valuable in-house counsel can also identify and sell multiple benefits for a single project. This approach not only demonstrates a deep understanding of the business but also positions legal as a strategic partner, rather than a mere compliance gatekeeper.
Think Beyond the Obvious
Consider the example of a company reviewing its termination rights. A standard approach might focus solely on ensuring that the termination clauses are legally sound. However, a more strategic approach would also consider the potential impact of these clauses on the company's overall business goals. For instance, are the termination provisions flexible enough to accommodate future growth or changes in the market? By identifying and addressing these additional concerns, in-house counsel can demonstrate the broader value of their work and increase the likelihood of the project being approved.
Understand the Business Goals
To effectively sell multiple benefits, in-house counsel must have a deep understanding of the business's objectives. This requires active engagement with business leaders to identify their priorities and challenges. By aligning legal advice with these goals, in-house counsel can position themselves as strategic partners who can help the business achieve its objectives, rather than being seen as obstacles to progress.
Communicate Effectively
Once the multiple benefits have been identified, it's essential to communicate them effectively to business stakeholders. This requires clear and concise language that highlights the value proposition of each benefit. In-house counsel should also be prepared to address potential objections and questions from business leaders. By effectively communicating the benefits of their work, in-house counsel can build trust and credibility with their business counterparts.
Quantify the Benefits
Whenever possible, in-house counsel should quantify the benefits of their work. This can be done by providing financial projections, risk assessments, or other data-driven insights. By demonstrating the tangible value of their contributions, in-house counsel can strengthen their case for project approval and secure the necessary resources to deliver on their commitments.
In conclusion, the ability to sell multiple benefits for a single project is a critical skill for in-house counsel. By thinking beyond the obvious, understanding the business goals, communicating effectively, and quantifying the benefits, in-house lawyers can position themselves as strategic partners who can help their organisations achieve their objectives.
