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.
It’s not immediately apparent to many in-house lawyers what the “competition” looks like. It is much less apparent why an in-house legal department should focus on beating it. The answer is that there are increasingly innovative choices on how legal services can be provided.
To find out what's truly valued by clients, one must ask the client. And every individual with whom the firm has a relationship at any given organization may have a different answer.