An interview from the Fulton County Daily Report with Marc Gary, who recently left BellSouth as its general counsel in the wake of its merger with AT&T, provides great insight into the mind of a top general counsel.
Gary provides some hints on how law firms could get work from BellSouth; he didn’t say it, but these suggestions apply to legal service providers, too:
– Define your value proposition. “Identify the narrow area where you can really demonstrate value.”
– Be patient and stay in touch. “Don’t be discouraged if you don’t hear anything for a year — or two years.”
– Don’t be afraid to ask for the meeting. “You’ll never get work if you don’t ask for it.” [Brad Blickstein on Legal Service Providers]