is this also a problem you deal with? the Business I support has a tendency to invite me and other Counsels to calls for deals without an agenda? usually the sale rep on the other side is pushing for a call, probably to get the deal done and their commission

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Decline. You shouldn't be on calls with counterparties who aren't lawyers.

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Generally not. Tell them it will go faster if the other side provides redlines and comments as the ultimate deliverable is the signable contract

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Your calendar is far too open. Lock it down. You can always “move things around” as needed, but the lack of availability will trigger an email/IM/call from the business partner to discuss their problem.

On the flip side, if you’re reviewing procurement contracts you might be better served by a more robust process for your procurement team to engage with Legal. As a seller, I can’t tell you how frustrating it is to deal with a procurement rep who doesn’t know what they’re doing and unable/unwilling to escalate to their Legal team, and I’m left pushing for a call

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As far as blocking time, I try to be pragmatic. The business "needs" us for various reasons. I usually block 1-3 hours everyday (around lunch). This is my head-down lock-in time. If people need me to join a call, they can ping me on Teams and I can decide whether to open my time. The only exception is for my direct mgr and fellow prod. counsel. We all have the same system, so they know it a working block that I can adjust.

Don’t let sales reps run the legal show, which they are if they are setting calls for you. Of COURSE they want to move towards closing, but they don’t understand legal workflow — they think in sales terms, where calls are king to move the needle. They don’t understand how much more productive turning docs can be. Once it’s your doc, you basically own the deal, so you should be the one setting expectations, scheduling calls (where needed), and getting conflicts sorted out.

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I typically request an agenda or redlines to review before accepting an invite and just state I want it to be productive and in order to accomplish anything I need a chance to review the open issues ahead of the call

i do this as well, but seems like the people i support feel that this request is difficult

It’s normal if the call comes after you’ve already gone through 2+ passes of redlines and there are outstanding terms that need agreement on.

Yes, a call is normal, but it should be requested and scheduled by the lawyers. Sales never actually knows the progress of open issues in a doc.

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