Mo asks Craig Budner: What is a business development moment that you're particularly proud of?

Craig's story involves one of the biggest matters of litigation that he's handled. As a relatively young lawyer, Craig had to convince the client that they could trust Craig and his team with a multi-billion dollar company's litigation against one of the top litigation companies in the world.
It was about convincing him that Craig and the company worked the way he needed a firm to work along the way on other cases. The client had to evaluate the team's behavior over time in prior cases.
It's often the things you do when it's not showtime that matters. It's how you treat the relationship with care, giving more than you're taking, and how you reflect listening skills.
The client saw that Craig's team worked very well together as a cohesive team when the stakes were high.
The bigger deals are won before the opportunity arises.
Learning about the pressures the client was under and the goals of his position was key to developing the relationship that ultimately led to the opportunity to represent him.
Treating everyone on the client's team with respect and making sure that he saw other members of Craig's team perform at a high level was key.
Creating opportunities for interaction with the client's team definitely added value. Craig's team offered him a Hot 5, a weekly summary of the legal brushfires the client was facing, whether or not Craig's team was handling them.
Being in the trenches with the client and over delivering for them gave Craig the edge when the big litigation revealed itself.

Mentioned in this Episode:

GrowBIGPlaybook.com

craig.budner@klgates.com

K&L Gates Client Conversations Podcast

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