{ "media_type": "text", "post_content": "How do white collar peeps do business development? Since clients are often in a dire position, ie facing a target letter or indictment. Like how do you pitch yourself before something’s even happened?", "post_id": "60ffbbbfa97b920022e624ea", "reply_count": 8, "vote_count": 3, "bowl_id": "552d1d24dc1c586b09d2d052", "bowl_name": "Law" }

How do white collar peeps do business development? Since clients are often in a dire position, ie facing a target letter or indictment. Like how do you pitch yourself before something’s even happened?

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Word of mouth. There’s also a real circle jerk community among former AUSAs.

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This seems on point in my experience. A lot of larger investigations start with a subpoena or whatnot to a company. The company retains one of the biglaw mega firms with the headcount to manage the many work streams that are stood up. (Often, not always, it’s the white collar group of a large firm they use for transactional/advisory work.) Then as the investigation proceeds, various employees will require their own counsel, and the partners will recommend their former AUSA friends. Company is usually stuck paying all the bills, but you could have 4-5 firms involved, even in a matter that’s not super large.

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Do you have a corporate and asset management practice in your firm? If not is there a firm that does corporate and finance and does not have litigation? Might be worth becoming friends with them because the first call these clients make is to their usual contact.

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Market with civil lawyers. They generally get the call when the FBI shows up and you want them to send the call to you. I’ve also done CLEs for civil lawyers (through bar sections mostly) called “what to do when the FBI knocks on your client’s door.” We give useful first step advice to make sure the client isn’t f*ed from the jump but it also puts our name in their head for who to call because really the civil lawyers just want to pass that hot potato ASAP.

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We focus on search warrants being executed at companies. So things like what can and can’t be said to employees, putting a stake in the ground with the govt of which employees are represented by company counsel and should only be contacted through company counsel, demanding taint team procedures and identifying privilege information, not consenting to searches beyond what’s in the warrant and politely but firmly policing that, etc. The basic idea is “how to not mess things up in the time it takes to get criminal counsel involved when things are moving a million miles an hour.”

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Realistically, be an AUSA and then go back to private practice in five years.

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