Dennis Garcia, Microsoft Corp, assistant general counsel, offers an insider’s perspective on how in-house counsel trying to “sell” themselves to their business clients and senior legal department leaders. His observations are published on the Bloomberg Law website.
He starts at the beginning: “Start Strong:”
“Make sure to capture the hearts and minds of in-house counsel at the very beginning of your pitch. If you do not generate a high level of enthusiasm, energy and compelling reason for in-house counsel to focus on your message early on in your presentation, you will not command their attention and they will lose interest.”
Other observations come under headings such as: know your audience, keep it simple,differentiate, the technology factor, highlight client references, don’t forget cybersecurity, and post-pitch activity.