If in-house legal departments are holding tighter to their company’s legal work and going to fewer law firms when they do send out work, the best time to get an “in” with a legal department may be when they switch general counsel. And that is also when existing firms need to fight to keep their relationships.
Former DuPont general counsel and current Ballard Spahr partner Tom Sager said in-house counsel continue to be under pressure to control costs and the landscape is “very competitive” for outside law firms. For every client a firm picks up, it might lose another, he said.
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