Chapter 34: The Client Win
Day 140, Meridian Tech headquarters in lower Manhattan.
Louis and I arrived at 9:47 AM for our 10:00 pitch—fourth of five firms presenting.
The waiting area was a study in corporate minimalism and competitive tension. White-shoe firm partners in their sixties checking phones. Boutique tech law specialists in designer suits discussing strategy. Mid-size firm associates frantically reviewing notes.
Louis looked at the competition and swallowed hard.
"We're outgunned on profile."
"We're not selling profile. We're selling solutions."
"Easy for you to say. You don't have to open with firm credentials."
"Then don't."
He looked at me sharply, but David Park appeared before he could respond.
"Gentlemen. Follow me."
The conference room held Park and three other executives—CTO, General Counsel, Head of Business Development.
All ex-Silicon Valley. All practical. All looking tired of generic pitches.
Louis opened with Pearson Hardman's credentials—founding history, major clients, practice areas.
I watched the executives through System-enhanced observation.
[ARGUMENT CRUSHER: AUDIENCE ANALYSIS]
[ENGAGEMENT LEVEL: LOW]
[BODY LANGUAGE: POLITE DISINTEREST]
[ASSESSMENT: THEY'VE HEARD THIS FOUR TIMES TODAY]
[RECOMMENDATION: PIVOT TO SUBSTANCE IMMEDIATELY]
Louis was three minutes into firm history when I made the risky decision.
"Mr. Park, forgive me for interrupting."
Louis stopped mid-sentence, looking startled.
"You've heard firm credentials from four firms already today. May I skip to what matters to you specifically?"
Park's expression shifted from polite boredom to genuine interest.
"Please."
I stood, distributed the analysis packets I'd prepared.
"Meridian's facing three specific challenges that will limit growth if not addressed. First: GDPR compliance gaps cost you a forty-million-dollar European expansion opportunity last quarter. Here's our compliance framework for navigating data sovereignty laws across eight jurisdictions."
The CTO opened the packet, started reading.
"Second: your patent portfolio has gaps in database architecture that leave you vulnerable to IP theft from Chinese competitors. Here's how we'd close them with strategic patent applications."
The General Counsel was taking notes.
"Third: you're positioned to acquire CloudNest and DataStream, but consolidation creates antitrust complications. Here's preliminary analysis showing regulatory approval path."
I sat down, let them process.
Park looked at Louis.
"Your associate did his homework."
"Scott is thorough," Louis said, recovering quickly. "It's why I brought him."
Good save. Giving me credit while maintaining his authority.
The executives conferred quietly, then Park addressed us directly.
"The other firms gave us capability presentations. You gave us solutions to problems we didn't realize you knew about. We'd like to engage Pearson Hardman, with Mr. Roden as primary associate on our matters."
We won.
Louis maintained professional composure.
"Scott is one of our finest associates. We'd be honored to represent Meridian."
Handshakes. Business cards. Discussion of engagement terms and next steps.
We left forty minutes later with a signed engagement letter.
Outside the building, Louis stopped on the sidewalk.
"You just landed a two-hundred-thousand-dollar annual client. As an associate. That's... exceptional."
"You taught me to focus on what clients actually need, not what impresses other lawyers."
Louis's expression shifted—something vulnerable and proud.
"I did teach you that. Thank you for remembering."
Mutual respect. Teacher and student. Not just strategic alliance.
We took a cab back to the office in comfortable silence.
News spread fast.
By 3 PM, the associate bullpen knew Scott Roden had independently secured a major client.
Jennifer Park watched from her desk, expression cold.
Mike Ross stopped by to congratulate me genuinely.
"That's impressive, man. Landing your own client as an associate."
"Louis created the opportunity. I just executed."
"That's modest. You basically ran the pitch yourself."
"Team effort."
But we both knew better.
Harvey heard through the partner grapevine—Louis's associate just won a client through pure competence rather than relationship leverage.
Donna met me at the elevator at 6 PM.
"Heard you basically ran the pitch yourself."
"Louis created the opportunity. I just executed."
Her smile was knowing.
"That's gracious. Also strategic—giving Louis credit builds your alliance while establishing your capability. See? Strategic AND genuine."
I laughed despite my exhaustion.
"You know me too well."
"That's the idea."
The elevator doors closed, and I leaned against the wall.
Nine months ago, I couldn't get Harvey's attention. Now I'm winning major clients independently.
The System helped with the analysis. But the pitch execution, the risk-taking, the relationship building—that's all me.
[BLACKMAIL ARCHIVE: MERIDIAN TECH CLIENT ENTRY]
[STATUS: WON THROUGH PERSONAL REPUTATION]
[PRIMARY RELATIONSHIP: SCOTT RODEN]
[FIRM AFFILIATION: SECONDARY]
[ASSESSMENT: PORTABLE IF FIRM CIRCUMSTANCES CHANGE]
Building something that survives even if Pearson Hardman doesn't.
Insurance. Or ambition. Probably both.
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