Responding to a host's example of selling accounting software to a law firm whose CFO or COO presents options at a quarterly partners' meeting, she would mention past work with firms like K&L Gates or Skadden and the questions their executive committees asked. She would also ask whether the purchase is within the champion's authority or needs a majority vote at that spend level. She would ask which objections came up when they presented software before, and whether there are one or two persnickety partners she can help them get ready for. The aim, she says, is to make the champion 'look like a star.'

“the last time I worked with K and L Gates, the last time I worked with Skadden, right? One of the things that came up was partners always seemed to ask this.”

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