What is the story about?
What's Happening?
Minh Merchant, in her role as general counsel, took the initiative to draft the earnings script herself, a task typically outside the legal department's purview. This decision allowed her to gain a comprehensive understanding of the company's commercial, financial, and operational aspects. Merchant advocates for in-house lawyers to adopt a business-first mindset, emphasizing the importance of integrating legal expertise with business strategy. Her approach includes participating in sales ride-alongs to gain firsthand insights into customer interactions and product positioning, which informs more effective legal advice and policy development.
Why It's Important?
Merchant's strategy underscores the evolving role of in-house lawyers as integral business partners rather than isolated legal advisors. By immersing themselves in the business operations, lawyers can anticipate issues and provide proactive solutions that align with the company's goals. This approach enhances the legal department's value, fostering collaboration across functions and ensuring that legal advice is grounded in the company's commercial realities. It also highlights the importance of building relationships and understanding the business at a granular level to increase the impact of legal counsel.
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