When Minh Merchant took on her role as general counsel, she chose to do more than just participate in meetings; she decided to draft the company’s earnings script herself. This decision, unconventional as it might seem for a legal professional, turned out to be a strategic move that deepened her understanding of the entire business operation.

“One of the first things I did as general counsel was to take the pen on the earnings script,” Merchant said. This task, typically outside the legal domain, helped her grasp the nuances of the company's financial, commercial, and developmental aspects. By immersing herself in these areas, Merchant not only broadened her expertise but also positioned herself as a key business strategist, not just a legal advisor.

This shift from a purely legal perspective to a business-centric approach is crucial for in-house lawyers, according to Merchant. It compels them to view operations from a broader perspective and identify strategic opportunities. For instance, Merchant’s practice of joining sales teams on their client visits has been particularly enlightening. “It is incredibly insightful to hear how they are selling, what resonates with customers, and what lands flat,” she explained. Such direct exposure allows legal advisors to tailor their strategies and policies more effectively, based on real-world business dynamics.

This proactive approach does more than just enrich a lawyer’s understanding of the business; it enables them to foresee potential issues and address them proactively. Merchant emphasizes the importance of being approachable within the company, encouraging open communication to manage and mitigate risks before they escalate into more significant problems.

For in-house lawyers looking to amplify their impact, Merchant’s story is a compelling blueprint. Engaging deeply with various aspects of the business, stepping into roles outside traditional legal boundaries, and fostering strong interdepartmental relationships are all strategies that can elevate a legal advisor’s role to that of a core business partner.

Minh Merchant’s hands-on approach underscores a fundamental lesson: don’t just read the earnings script—write it. By doing so, in-house lawyers can transform from backend support to front-line strategists, making them indispensable to their organizations.