A leading freight railroad company decided to move its headquarters to a major Southeastern city, and at the same time changed the leadership of its law department. The changes gave us an opportunity to demonstrate the value of our partnership.
Over several months, we worked closely with the client team to assess their internal capabilities, goals, and needs as a business, and understand what value meant for them. These were not pitch or sales meetings – they were listening/collaboration opportunities.
After nine months of engagement, including introducing the client to new firm capabilities that could help them solve problems and address pain points we uncovered through our value-added programs, the company hired us for four new significant engagements.