Do You Know What Your Potential Client Really Wants?


I sat in on a lunch many years ago with a litigator from my firm and a businessman we both knew and liked. I began by asking what was going on with his company. He replied: “We just got sued.” Before he could explain further the litigator asked: “Has the company hired counsel yet?”

That experience reminded me of that great marketing technique of scanning the new court filings and letting the defendant’s in-house lawyer know his or her company has been sued. I am confident that somewhere out there a litigator got hired by being a court filings scanner, but it just never seemed like a good strategy to me.

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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