{"id":121622,"date":"2025-06-03T13:51:19","date_gmt":"2025-06-03T21:51:19","guid":{"rendered":"https:\/\/xira.com\/p\/2025\/06\/03\/what-clients-really-want-straight-talk-from-leading-clos\/"},"modified":"2025-06-03T13:51:19","modified_gmt":"2025-06-03T21:51:19","slug":"what-clients-really-want-straight-talk-from-leading-clos","status":"publish","type":"post","link":"https:\/\/xira.com\/p\/2025\/06\/03\/what-clients-really-want-straight-talk-from-leading-clos\/","title":{"rendered":"What Clients Really Want: Straight Talk From Leading CLOs"},"content":{"rendered":"
\"\"
Getty Images<\/figcaption><\/figure>\n

I recently had the privilege of moderating a webinar called \u201cWhat GCs Want From Their Outside Counsel\u201d with an impressive panel of chief legal officers: Danielle Sheer (Commvault), Rob Morvillo (Olo), and Vanessa Candela (Celonis). All three are sharp, experienced, and deeply respected in the in-house community \u2014 and together, they delivered the kind of unvarnished commentary that law firm lawyers don\u2019t often get to hear.<\/p>\n

The topic was simple: What do clients really want from their outside counsel?<\/p>\n

What followed was a refreshingly blunt, often funny, and undeniably practical conversation about what separates \u201cgood\u201d outside counsel from the kind that actually get hired, rehired, and brought into the inner circle. Over 500 BigLaw attorneys attended the webinar \u2014 from junior associates to senior partners \u2014 a testament to just how important and broadly applicable this topic is in today\u2019s competitive landscape. Below are a few of the key takeaways \u2014 straight from the client\u2019s mouth.\u00a0<\/p>\n

For those interested, I am moderating Volume 2 of What GCs Want From Their Outside Counsel <\/em>on June 4 at 3 p.m. ET \u2013 you can register at https:\/\/events.lsuite.co\/whatgcswantvol2<\/a>.<\/p>\n

Being Right Is Good. Helping Me Be Effective Is Better.<\/strong><\/p>\n

Danielle said it best: \u201cYou have to make decisions every day about whether you want to be right or you want to be effective.\u201d That\u2019s a shift many GCs \u2014 especially those who came from big firms \u2014 have to make when they move in-house. And it\u2019s a shift outside counsel need to understand if they want to be trusted partners.<\/p>\n

All three CLOs agreed that the best law firm attorneys on their speed dial aren\u2019t the ones who deliver 10-page memos that map every hypothetical risk. They\u2019re the ones who can distill complexity into action. Who help the GC move forward with eyes open. Who don\u2019t panic and can meaningfully engage in a thought exercise of: \u201cHelp me understand the risk: What\u2019s the foul if we get this wrong?\u201d<\/em>\u00a0<\/p>\n

It\u2019s not about ignoring risk. It\u2019s about putting risk into a business context \u2014 and helping the client navigate it pragmatically.<\/p>\n

Fast, Practical, and Contextual: That\u2019s What Gets You the Call<\/strong><\/p>\n

If there was one point made repeatedly, it was this: GCs are moving fast. They don\u2019t have time for law school hypotheticals or slow-drip analysis. They need practical answers, quickly \u2014 even if it\u2019s just a thoughtful gut check.<\/p>\n

Vanessa shared how little uninterrupted time she has during the workday. \u201cI do my thinking at night and on weekends,\u201d she said. \u201cSo when I pick up the phone during the day, I need real, actionable advice \u2014 right now. I don\u2019t need every jurisdictional caveat. I need your gut.\u201d<\/p>\n

And if outside counsel are nervous about giving that gut reaction? That\u2019s fair. But as Rob pointed out, experienced GCs know how to use that information \u2014 and they\u2019re not expecting perfection.<\/p>\n

Thoughtful, Strategic Pitches Win Every Time<\/strong><\/p>\n

If the first time a law firm reaches out is when a lawsuit hits the docket or a regulatory action gets announced, you\u2019re too late. Danielle shared that when she receives cold outreach in response to something in the news \u2014 her instinct is to go in the opposite direction. \u201cI\u2019m so turned off that that\u2019s the first time you chose to reach out to me,\u201d she said. The firms she trusts are the ones who have invested in the relationship before there\u2019s billable work on the table.<\/p>\n

But even when a pitch opportunity does arise, there\u2019s a right and wrong way to approach it. The panel was unanimous: The best pitches offer a strategy, not a r\u00e9sum\u00e9. Danielle said she will always choose the firm that gets straight to the heart of the matter over the one that focuses on credentials. \u201cYou might be giving away a little bit of your secret sauce \u2014 but that\u2019s the one I hire over and over again.\u201d<\/p>\n

The most compelling firms are the ones that take time to understand the business, the issue, and the GC\u2019s risk tolerance. They ask good questions. They come in with ideas. Vanessa said she often uses pitch meetings to pose a real scenario \u2014 nothing too sensitive, but relevant and timely \u2014 and she can tell immediately which lawyers know how to deliver practical, business-aligned advice. \u201cYou don\u2019t need to tell me you have 17 offices around the world,\u201d she said. \u201cI want to know how you think \u2014 and whether I can work with you when the stakes are high.\u201d<\/p>\n

Final Thought: Small Gestures Build Big Trust<\/strong><\/p>\n

Throughout the conversation, the panelists emphasized that trust isn\u2019t built through grand gestures \u2014 it\u2019s built in the small moments that show you\u2019re invested in the relationship.<\/p>\n

Rob captured it perfectly: \u201cIf I can call you for a gut check and I know it\u2019s not going to show up on my bill, now you\u2019re top of mind for me. You\u2019re read into what\u2019s going on with the business \u2014 so when the project hits, I\u2019m gonna go to you for that project.\u201d<\/em><\/p>\n

In a competitive market, that kind of mindset \u2014 being generous with your time, staying close to the business, and playing the long game \u2014 is what turns transactional engagements into lasting partnerships.<\/p>\n

If you\u2019re outside counsel, that\u2019s the goal. And if you\u2019re wondering how to get there? It starts with treating every interaction as an investment in the relationship \u2014 because clients notice.<\/p>\n

\n

Andrew Dick is the VP of Strategic Initiatives at The L Suite, a community of 4,000 CLOs, GCs, and senior in-house legal executives. He hosts Client Quotient\u2122, a GC roundtable video series that explores how law firms can deliver greater value and forge stronger relationships with today\u2019s GCs and CLOs. Learn more at <\/strong><\/em>luminateplus.com\/client-quotient<\/em><\/strong><\/a>.<\/strong><\/em><\/p>\n

The post What Clients Really Want: Straight Talk From Leading CLOs<\/a> appeared first on Above the Law<\/a>.<\/p>\n

\"\"
Getty Images<\/figcaption><\/figure>\n

I recently had the privilege of moderating a webinar called \u201cWhat GCs Want From Their Outside Counsel\u201d with an impressive panel of chief legal officers: Danielle Sheer (Commvault), Rob Morvillo (Olo), and Vanessa Candela (Celonis). All three are sharp, experienced, and deeply respected in the in-house community \u2014 and together, they delivered the kind of unvarnished commentary that law firm lawyers don\u2019t often get to hear.<\/p>\n

The topic was simple: What do clients really want from their outside counsel?<\/p>\n

What followed was a refreshingly blunt, often funny, and undeniably practical conversation about what separates \u201cgood\u201d outside counsel from the kind that actually get hired, rehired, and brought into the inner circle. Over 500 BigLaw attorneys attended the webinar \u2014 from junior associates to senior partners \u2014 a testament to just how important and broadly applicable this topic is in today\u2019s competitive landscape. Below are a few of the key takeaways \u2014 straight from the client\u2019s mouth.\u00a0<\/p>\n

For those interested, I am moderating Volume 2 of What GCs Want From Their Outside Counsel <\/em>on June 4 at 3 p.m. ET \u2013 you can register at https:\/\/events.lsuite.co\/whatgcswantvol2<\/a>.<\/p>\n

Being Right Is Good. Helping Me Be Effective Is Better.<\/strong><\/p>\n

Danielle said it best: \u201cYou have to make decisions every day about whether you want to be right or you want to be effective.\u201d That\u2019s a shift many GCs \u2014 especially those who came from big firms \u2014 have to make when they move in-house. And it\u2019s a shift outside counsel need to understand if they want to be trusted partners.<\/p>\n

All three CLOs agreed that the best law firm attorneys on their speed dial aren\u2019t the ones who deliver 10-page memos that map every hypothetical risk. They\u2019re the ones who can distill complexity into action. Who help the GC move forward with eyes open. Who don\u2019t panic and can meaningfully engage in a thought exercise of: \u201cHelp me understand the risk: What\u2019s the foul if we get this wrong?\u201d<\/em>\u00a0<\/p>\n

It\u2019s not about ignoring risk. It\u2019s about putting risk into a business context \u2014 and helping the client navigate it pragmatically.<\/p>\n

Fast, Practical, and Contextual: That\u2019s What Gets You the Call<\/strong><\/p>\n

If there was one point made repeatedly, it was this: GCs are moving fast. They don\u2019t have time for law school hypotheticals or slow-drip analysis. They need practical answers, quickly \u2014 even if it\u2019s just a thoughtful gut check.<\/p>\n

Vanessa shared how little uninterrupted time she has during the workday. \u201cI do my thinking at night and on weekends,\u201d she said. \u201cSo when I pick up the phone during the day, I need real, actionable advice \u2014 right now. I don\u2019t need every jurisdictional caveat. I need your gut.\u201d<\/p>\n

And if outside counsel are nervous about giving that gut reaction? That\u2019s fair. But as Rob pointed out, experienced GCs know how to use that information \u2014 and they\u2019re not expecting perfection.<\/p>\n

Thoughtful, Strategic Pitches Win Every Time<\/strong><\/p>\n

If the first time a law firm reaches out is when a lawsuit hits the docket or a regulatory action gets announced, you\u2019re too late. Danielle shared that when she receives cold outreach in response to something in the news \u2014 her instinct is to go in the opposite direction. \u201cI\u2019m so turned off that that\u2019s the first time you chose to reach out to me,\u201d she said. The firms she trusts are the ones who have invested in the relationship before there\u2019s billable work on the table.<\/p>\n

But even when a pitch opportunity does arise, there\u2019s a right and wrong way to approach it. The panel was unanimous: The best pitches offer a strategy, not a r\u00e9sum\u00e9. Danielle said she will always choose the firm that gets straight to the heart of the matter over the one that focuses on credentials. \u201cYou might be giving away a little bit of your secret sauce \u2014 but that\u2019s the one I hire over and over again.\u201d<\/p>\n

The most compelling firms are the ones that take time to understand the business, the issue, and the GC\u2019s risk tolerance. They ask good questions. They come in with ideas. Vanessa said she often uses pitch meetings to pose a real scenario \u2014 nothing too sensitive, but relevant and timely \u2014 and she can tell immediately which lawyers know how to deliver practical, business-aligned advice. \u201cYou don\u2019t need to tell me you have 17 offices around the world,\u201d she said. \u201cI want to know how you think \u2014 and whether I can work with you when the stakes are high.\u201d<\/p>\n

Final Thought: Small Gestures Build Big Trust<\/strong><\/p>\n

Throughout the conversation, the panelists emphasized that trust isn\u2019t built through grand gestures \u2014 it\u2019s built in the small moments that show you\u2019re invested in the relationship.<\/p>\n

Rob captured it perfectly: \u201cIf I can call you for a gut check and I know it\u2019s not going to show up on my bill, now you\u2019re top of mind for me. You\u2019re read into what\u2019s going on with the business \u2014 so when the project hits, I\u2019m gonna go to you for that project.\u201d<\/em><\/p>\n

In a competitive market, that kind of mindset \u2014 being generous with your time, staying close to the business, and playing the long game \u2014 is what turns transactional engagements into lasting partnerships.<\/p>\n

If you\u2019re outside counsel, that\u2019s the goal. And if you\u2019re wondering how to get there? It starts with treating every interaction as an investment in the relationship \u2014 because clients notice.<\/p>\n

\n

Andrew Dick is the VP of Strategic Initiatives at The L Suite, a community of 4,000 CLOs, GCs, and senior in-house legal executives. He hosts Client Quotient\u2122, a GC roundtable video series that explores how law firms can deliver greater value and forge stronger relationships with today\u2019s GCs and CLOs. Learn more at <\/strong><\/em>luminateplus.com\/client-quotient<\/em><\/strong><\/a>.<\/strong><\/em><\/p>\n

The post What Clients Really Want: Straight Talk From Leading CLOs<\/a> appeared first on Above the Law<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"

Getty Images I recently had the privilege of moderating a webinar called \u201cWhat GCs Want From Their Outside Counsel\u201d with an impressive panel of chief legal officers: Danielle Sheer (Commvault), Rob Morvillo (Olo), and Vanessa Candela (Celonis). All three are sharp, experienced, and deeply respected in the in-house community \u2014 and together, they delivered the […]<\/p>\n","protected":false},"author":3,"featured_media":121584,"comment_status":"","ping_status":"","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[16],"tags":[],"class_list":["post-121622","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-above_the_law"],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/xira.com\/p\/wp-content\/uploads\/2025\/06\/GettyImages-2170299833-1024x683-g1RABh.jpeg?fit=1024%2C683&ssl=1","jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/xira.com\/p\/wp-json\/wp\/v2\/posts\/121622","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/xira.com\/p\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/xira.com\/p\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/xira.com\/p\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/xira.com\/p\/wp-json\/wp\/v2\/comments?post=121622"}],"version-history":[{"count":0,"href":"https:\/\/xira.com\/p\/wp-json\/wp\/v2\/posts\/121622\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/xira.com\/p\/wp-json\/wp\/v2\/media\/121584"}],"wp:attachment":[{"href":"https:\/\/xira.com\/p\/wp-json\/wp\/v2\/media?parent=121622"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/xira.com\/p\/wp-json\/wp\/v2\/categories?post=121622"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/xira.com\/p\/wp-json\/wp\/v2\/tags?post=121622"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}