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Maximizing Career Success: The Power of Business Acumen for Today's Lawyers



Note: Note: This is a summary of two presentations that were given during the HCLA - NEXEL Coaching Programme on the 3rd of March 2023.


The legal industry is rapidly transforming, driven by technological advancements and changing business expectations. Lawyers must adapt to this shifting landscape by embracing new technology tools, adopting a client-centric approach, and collaborating with other professionals. To remain competitive, lawyers must shift their traditional perspective and focus on efficiently delivering value to clients. Collaboration and teamwork with legal technologists and project managers are critical to delivering comprehensive legal services.

There are generally three main approaches to legal services: litigators, in-house counsel, and business-savvy lawyers, also known as proactive lawyers.


Litigators specialize in representing clients in disputes that require court intervention. They defend their client's rights and interests by presenting evidence and legal arguments. Litigators play a critical role in the legal system by navigating complex legal processes, managing court proceedings, conducting legal research, preparing legal documents, and advising clients of their legal rights and options.


In the preventive legal services model, in-house counsel primarily advises clients on how to avoid legal problems before they arise. They specialize in providing legal advice and guidance on business-related issues such as contract negotiation, regulatory compliance, and risk management. By identifying potential legal risks, early, preventive lawyers can help clients avoid costly litigation and save significant time and money. Successful preventive lawyers must have an in-depth understanding of the law and business context, excellent communication skills, and the ability to provide practical solutions. They typically have a law degree and additional qualifications or certifications. By working closely with clients, preventive lawyers can help them achieve their goals while minimizing legal risk.

Business-savvy lawyers, or proactive lawyers, represent a significant shift in the traditional role of lawyers. Rather than simply reacting to legal problems as they arise, proactive lawyers work closely with clients to understand their business objectives and develop legal strategies to achieve those objectives while minimizing legal risk.


A proactive lawyer should possess several essential skills, including

  • Strategic thinking to identify legal risks and opportunities

  • Business acumen to understand the client's business and industry;

  • Creative problem-solving to develop innovative legal solutions;

  • Excellent communication skills to explain legal concepts clearly and negotiate effectively;

  • A collaborative approach to working closely with clients and stakeholders;

  • A commitment to continuous learning and professional development;

  • Strong analytical skills to identify legal issues and risks and develop effective legal strategies;

  • Emotional intelligence to build strong relationships and understand client needs and concerns;

  • Additional certifications in non-legal areas; and

  • Comfort with technology to use it to improve the efficiency and effectiveness of legal services.

In conclusion, a skilled lawyer has a duty to provide the best legal advice and service to clients, regardless of the approach taken. The best combination of methods is a holistic approach to legal services that incorporates all three, but prioritizes the proactive approach. Litigators are needed to represent clients in court and defend their rights when legal problems arise. The preventive model, carried out by in-house counsel, is also essential to prevent legal problems before they arise. However, a proactive approach should be prioritized to help companies achieve their goals while minimizing legal risk.


Encouraging young lawyers to be proactive means providing them with the necessary training and support to develop the skills and qualifications required to be effective in this approach. A combination of all three methods is necessary to provide comprehensive legal services to businesses. However, by prioritizing the proactive approach, lawyers can play a more strategic role in their clients' businesses, helping to drive growth and success.

Possible ways to achieve this include mentoring and guidance from experienced lawyers and professional development and training opportunities.

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