Pitching a Prospective Client? GC Says Narrow Your Focus

Law firms often pride themselves on how many different services they can offer, but Peter Wexler , Senior Vice President and General Counsel of Schneider Electric , says it can be a mistake for firms to go big when pitching prospective clients.

Especially when the target is a giant multinational corporation with sprawling global operations in a variety of industries, Wexler suggested it’s better for firms to seize on a specific business development, or on a particular piece of litigation, than to try and understand the company’s entire business.

“If they’ve seen something in the paper, or they see we’ve built a factory somewhere,for ...