About the Author

Silvia Coulter

Silvia Coulter is a principal consultant with LawVision Group LLC. Reach her at scoulter@lawvisiongroup.com.

Article List

  • What Does It Mean to be a Champion for Each Other’s Success?

    The strength of a relationship sincerely built on wanting the other person to succeed is much more than just business.

  • Inside/Outside Counsel: Relationships mean everything

    The end of the year is an especially good time of the year for inside and outside counsel to connect to obtain and provide useful feedback about the relationship and about the upcoming year's goals for the client business. Despite busy year-end calendars, clients appreciate the opportunity to have a...

  • Money sense

    Whatever happened to the trusted advisor? The top expert in his/her field? The important relationships one develops in business? Interviews with hundreds of in-house counsel confirm that relationships, expertise and experience still trump fees. If these three key ingredients are there for a successful relationship, then budget certainly comes next....

  • Closing the value gap

    Value add” is a phrase that every business generator hears these days. Whether a client is procuring legal services or a customer is procuring a new company-wide IT system, value add is part of the procurement process and more so part of the client retention process. What provides value is...

  • Weaving diversity into the legal culture

    The focus on diversity and inclusion and their importance in today's legal industry is not new. In fact, more than 15 years ago I joined a PLI panel with the former MetLife GC, who spoke about the importance of diversity and inclusion. The law department reflected the corporation's goals in...

  • The budgeting piece of the business of law

    When it comes to setting budgets for legal projects, there are still many firms providing excuses for why they cannot put together a solid budget. Some firms have worked diligently on building the necessary resources to help partners and clients become more effective at creating predictable budgets. Scrutiny of legal...

  • The challenges we face: Different sides of the same coin

    At two recent meetings I attended, general counsel discussed the challenges they face and reiterated the key points to building relationships with outside counsel. At one meeting, a panel of consultants spoke to GCs about the difficulties law firms and partners encounter. Both sides agree these relationships require hard work...

  • Understanding as a differentiator

    The nuances of each client company—risk tolerance, corporate and reporting structures, product development and distribution, etc.—are all critical to understanding a client's business.

  • Demystifying the concept of ‘value add’

    Focusing on adding value makes things work a lot smoother, gives your firm a competitive advantage and gives the client a reason to send more opportunities your way.

  • Lateral integration: Success inside and out

    Lateral integration presents challenges for firms that have embraced lateral recruitment. Chief talent officers have strong guidelines for implementation that sometimes omit the client side of the equation.

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