Many lawyers misunderstand who their real client is. It’s not just the company or the General Counsel, It’s also the people shaping budgets, value, and outcomes. Understanding this deeper dynamic can transform relationships, strengthen loyalty, and reshape your entire legal career.
Most attorneys assume their client is the company, the executive who hired them, or the legal team. Reasonable guesses—but incomplete. Even saying “the General Counsel” only gets you part of the way there.
Having served inside major companies—including public ones—here’s the truth:
Your client is as much the CFO as the GC.
Legal departments are cost centers. CFOs push constantly for reduced spend, efficiency, and value. If you help the GC control costs without compromising quality, you become more than outside counsel—you become a strategic partner. When the GC succeeds internally, your relationship deepens and lasts.
This isn’t about CYA. It’s about understanding the numbers, the pressure, and the value proposition.
Most recruiters haven’t been both the client and the outside lawyer, so they lack the perspective to understand what companies truly need. They don’t think about the GC–CFO dynamic or how it shapes hiring decisions.
I’ve hired firms worldwide. I know what clients actually want—and that’s why my work centers on high-performing partners who want to protect, grow, and elevate their practices.
When we work together, I help you find a firm where:
A legal career isn’t just about you—it’s about you and your clients. When they win, you win.
You may feel “comfortably uncomfortable” at your current firm. Rates keep climbing, merger rumors build, conflicts grow, associates churn, and internal pressure rises. You know something isn’t right, but making a change feels too risky or disruptive.
Don’t let fear or inertia trap you.
With experience across Big Law, in-house roles, and the GC seat, I understand what clients want and what high-performing partners need. I act as a career consigliere—especially for partners who know they need change but aren’t actively looking.
I help you make the move without the disruption you fear, so you can focus on what truly matters: Serving your clients well, strengthening loyalty, and continuing to build the practice you’ve worked so hard to create.
