The Business Development Story That Changed Everything for Craig Budner

<p>Mo asks Craig Budner: What is a business development moment that you’re particularly proud of?</p> <ul> <li>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.</li> <li>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.</li> <li>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.</li> <li>The client saw that Craig’s team worked very well together as a cohesive team when the stakes were high.</li> <li>The bigger deals are won before the opportunity arises.</li> <li>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.</li> <li>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.</li> <li>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.</li> <li>Being in the trenches with the client and over delivering for them gave Craig the edge when the big litigation revealed itself.</li> </ul> <p> </p> <p> </p> <p>Mentioned in this Episode:</p> <p><a href="http://growbigplaybook.com/" target="_blank" rel= "noopener">GrowBIGPlaybook.com</a></p> <p><a href="mailto:craig.budner@klgates.com" target="_blank" rel= "noopener">craig.budner@klgates.com</a></p> <p><a href= "https://podcasts.apple.com/us/podcast/k-l-gates-client-conversat