Making Connections
Another aspect of being a good business lawyer is knowing when and how to match two clients, or one client with a third-party, in a way that results in something good for them, even if there’s nothing foreseeable in it for me. That happens all the time. I have a company that’s looking for money, and I have an investor who’s looking for a particular type of investment. I introduce them, they make an investment, and everybody’s happy. Sometimes I’ll get to work on that deal and sometimes I won’t. But you can be sure that they’ll both remember, and at some point – whether it’s a day, a week, a month, or five years later – they will come back to me. It always happens. That is very rewarding. But I think it is something you can only figure out over time. If you’re looking at client development with a short-term view, you won’t often get the return on investment you anticipate. But over time, it usually works out.