CastleIsland profile picture
CastleIsland profile picture

CastleIsland

Associate Account Director

Tycoon
Politicker
Big Shot
+8

Legal Review Process

Savages, It is the last day of the quarter, and I am still in legal review "limbo" with a number of my prospects. It is what it is at this point.


I was curious if anyone had tactics to speed up an MSA or legal review without being annoying and sounding like a parrot asking for "updates". Any ideas??

⚖️ Legal
7

14 comments

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CoorsKing
WR Officer
5
Retired King of the Coors Knights
My advice is to get procurement on your side. They are the only ones who actually have pull with Legal. The business can push them all day with the "we needed this yesterday" approach, but legal operates under different guidelines which supersedes tech needs. 

I had a deal stall out a few months ago (I think I actually have a win wire on it, need to double check) but I had made procurement one of my champions and they went and pushed legal to get shit done and then ALSO pushed the EB for a same day signature. 
Kinonez
Celebrated Contributor
0
War Room Enthusiast
This is great advice! My AE has done something similar as well! I have not dealt with this yet, since I'm lower on the food chain though. hopefully some day!
CoorsKing
WR Officer
2
Retired King of the Coors Knights
One of the best pieces of advice I ever got was to treat procurement as an enabler rather than a blocker, and find a way to get them on your side. 
Kinonez
Celebrated Contributor
0
War Room Enthusiast
For sure! good imput, I'll keep it in mind for when the time comes!
Telehealth_2the_Moon
Notable Contributor
2
Director of Business Development
Legal is tough, they tend to take pride in thoroughness and seem focused on preventing things from happening instead of helping figure out how to enable things.

Best advice I can give is to work with your legal and get them to spell out everything they need and what their turnaround time if all that is met. They aren't going to want to do this because it gives you something to hold them too, but get the bosses involved if needed.
CastleIsland
Tycoon
2
Associate Account Director
Just wanted to update everyone who care enough to post on this. I was able to get through the legal process and get this signed at 7:30 PM EST on the last day of the quarter. Thank you all for your thoughts and advice!
GDO
Politicker
0
BDM
Well in my experience. Legal is slow so use standardised contracts. 
CastleIsland
Tycoon
0
Associate Account Director
 @GDO We do have an option to present online terms that are just accepted. This works great for small businesses. Unfortunately, this is not usually acceptable for the type of companies I work with (500+ employees).
GDO
Politicker
0
BDM
Yeah those orgs have you jump through hoops for procurement and legal
detectivegibbles
Politicker
0
Sales Director
Legal makes me cringe. Threaten? Ha I kid I kid. 

I try to get buddy buddy with whoever has the greatest influence with the contact within legal. 

Unfortunately, I don't think there is a tried and true answer. Can you get leadership involved? 
CastleIsland
Tycoon
0
Associate Account Director
Haha!! I haven't tried threatening. I'll keep it in my tool box. I've worked all leadership angles. It's like they just want to let legal go at their own pace. I just received one of the MSA's back and it is ripped to shreds. So now it is on my legal team to pick up the pace.
InQ5WeTrust
Arsonist
0
No marketing, mayo isn't an MQL
Legal gives me nightmares still - the CEO of my last company kept trying to get me to force enterprises to accept our T&C's - I just smiled and nodded and waited for the sea of red marks from their lawyers. 

I did start asking for the MSA up front and if the champion had brought in software before asking him what common legal hiccups were, if they hadn't then roping in procurement and trying to get them to be a driving force. 
1nbatopshotfan
Politicker
0
Sales
Do you have a high level executive sponsor with your client? Gotta engage them and see if they can assist. If their legal is small they may be reviewing their clients paper for revenue producing deals. You may have fallen to the back of the line. 
MR.StretchISR
Politicker
0
ISR
BDR->MM AE->AM->AE->Territory manager->Director of Sales (been at this level for a few spots now--no longer care since I do VP-level work and get paid VP money)

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