"One of the first things I did as general counsel was to take the pen on the earnings script,"
"It's not usually something that's owned by legal, but it's a forcing function. It requires you to understand the commercial side, the financial side, the development pipeline, everything that's driving the business."
"As general counsel, you are first and foremost a business partner and a strategist. You put yourself forward as a business person first and a legal person second."
"It is incredibly insightful to hear how they are selling, what resonates with customers, and what lands flat. You cannot get that perspective from behind a desk."
Minh Merchant took ownership of the earnings script to force deep understanding of commercial drivers, financials, and the product development pipeline. She shifted the general counsel role from a purely legal lens to a business-partner and strategist mindset, prioritizing commercial insight. She participates in sales ride-alongs to observe how products are sold, what resonates with customers, and where promises create operational risk. Direct exposure to sales and investor communications enables lawyers to design policies, compliance programs, and processes grounded in operational reality rather than assumptions, improving alignment between legal controls and business execution.
Read at Above the Law
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