Over the years, one thing has become clear to me: the most valuable lawyers don’t just analyze the legal issues in a transaction, they understand the business behind it.
Early in my career, lawyers were often seen primarily as legal technicians — drafting documents, reviewing contracts, and identifying risks. Those skills are still essential, but they’re only part of the job.
The lawyers who create the most value for their clients take a different approach. They think like business partners.
When I work with clients, my goal isn’t simply to point out what could go wrong. It’s to understand what they’re trying to accomplish and help them structure deals that actually support those goals.
That requires asking different questions:
- What is the real business objective behind this transaction?
- What level of risk makes sense for this company?
- How do we protect the client without slowing down the deal?
Every business has a different risk tolerance. Some are focused on aggressive growth. Others prioritize stability and long-term protection. Good legal advice should reflect that reality rather than applying a one-size-fits-all approach.
The best outcomes happen when lawyers are involved early in the process — not just when the paperwork needs to be drafted. When legal counsel understands the strategy behind a deal, they can help anticipate challenges, structure agreements more effectively, and avoid problems before they arise. For example, when legal counsel is brought into the contract negotiation early in the process, this would help in negotiating key points to a contract or letter of intent that may be impossible to negotiate later and could cost the company hundreds of thousands of dollars.
After decades advising businesses and helping build our Firm, I’ve come to believe that the most successful client relationships are built on partnerships. Not just legal expertise, but a shared focus on the client’s long-term success.
That is when legal counsel becomes more than just a service provider. They become part of the team.
by Alan Briskin