Richard Diegnan, INAP’s Executive Vice President, General Counsel and Corporate Secretary, is the subject of a new feature story in Modern Counsel. The article highlights the improvements Diegnan has made to the legal department since joining the company in 2015, and the integral role he played in the Ch. 11 process earlier this year, helping INAP emerge in just 53 days with significantly reduced debt and better positioning for future growth.
In the quote below, Diegan discusses his team’s important role in sales enablement:
“My philosophy is that the law department is there to serve the company with an important focus on sales,” Diegnan says. “To me, every person is a salesperson, and ultimately the success of a company is directly tied to being able to effectively market and sell its products and services.” He is very aware of the negative clichés associated with lawyers in business and is determined to keep his team from falling into those tropes.
“I don’t want salespeople to say, ‘Oh, I don’t want to get my law department involved. Can we do it another way?’” Diegnan says. “We don’t want to be a bottleneck to getting things done.”
“We pride ourselves on being approachable, and we want to be an aid to negotiations rather than a barrier. We always negotiate to ‘yes,’” Diegnan explains. “We try to be flexible in our thinking, directly engage with customers’ counsel, and use risk-based analysis to help win deals.”
Read the full article at ModernCounsel.com.