Fostering Business Relationships That Drive Success

Strategic Legal Teams: Fostering Business Relationships That Drive Success

Well-integrated in-house legal teams play a crucial role in shaping business strategy, offering insights that extend beyond risk mitigation. When legal is closely aligned with the broader organization, it operates proactively—helping drive key decisions.

One of the most effective ways legal department leaders strengthen collaboration and business alignment is by building relationships with key stakeholders across finance, sales, HR, and technology. These partnerships not only enhance day-to-day operations but also foster trust, reinforcing legal’s position as a strategic business partner.

By engaging in key business conversations and deepening collaboration, in-house leaders further elevate legal’s role as a trusted advisor. Below are practical strategies to support that approach.

Start with Conversations

Spending time with colleagues outside of formal legal discussions—whether through one-on-one meetings, attending department strategy sessions, or informal check-ins—creates opportunities to better understand business priorities and challenges. These moments of connection provide early insights, allowing the legal department to engage proactively rather than stepping in only when a legal question arises.

One simple but effective approach is to ask, “What are your biggest challenges right now?” This question not only opens the door to meaningful discussions but also helps legal teams tailor their approach to best support business objectives.

Understanding the Priorities of Key Business Stakeholders

Each department has its own pressures, goals, and success metrics. When legal teams understand what’s driving their colleagues, they are better positioned to provide advice that is legally sound, solution-oriented, and business-savvy.

Finance & the CFO: Partnering on Cost and Risk

Finance leaders are often focused on predictability, cost management, and risk mitigation. Legal can play an important role in supporting these objectives by providing clear visibility into legal spend and strategic value-add, identifying efficiencies in contract negotiations, and aligning risk assessments with financial goals.

• Exploring cost-saving strategies—such as streamlining vendor agreements or engaging flexible legal talent to support your team when needed—can demonstrate legal’s commitment to the company’s financial health.
• Establishing regular check-ins with the CFO fosters alignment and ensures legal is contributing to the broader financial planning process.
• Tracking and communicating legal’s contributions in business terms strengthens credibility with finance leaders. In a recent episode of the Leveraging Latitude podcast, Mike Haven, then Head of Global Legal Operations at Intel Corporation, shared how legal teams can demonstrate their ROI by measuring incremental business demand, showcasing efficiency gains, and proactively engaging with the CFO.

Sales & Revenue Teams: Streamlining Deal Efficiency

Just as legal can support financial objectives, it also plays a critical role in revenue growth. Sales teams move quickly, and a lengthy contract review process can slow momentum. A well-aligned legal team helps drive deal efficiency while managing risk.

Alex Su, Latitude’s Chief Revenue Officer, shares his perspective on this dynamic based on his own experience in a range of sales and marketing roles at emerging startups serving the legal sector: “In my experience, when the legal and sales teams align on risk priorities early, they can streamline deal execution while ensuring appropriate balance between contractual protection and the company’s broader strategic goals.”

Legal and sales teams both play a critical role in business success. A well-integrated approach streamlines negotiations and strengthens long-term revenue growth. Legal teams can enhance this partnership by:

• Engaging early in the sales process – Staying connected with sales throughout negotiations helps identify and resolve potential concerns before they become roadblocks.
• Attending sales strategy meetings – Understanding overarching revenue goals and customer needs allows legal to provide guidance that aligns with business priorities.

HR & Compliance: A Shared Commitment to People and Culture

HR and legal teams share a common focus on creating an ethical, compliant, and inclusive workplace. By working together early in the process, they can ensure policies and practices support both business and legal priorities.

• Collaborating on workplace policies and training strengthens trust between HR and legal teams.
• Acting as a sounding board for complex employee relations matters helps align legal guidance with business needs.
• Working together on investigations, governance, and corporate ethics supports a strong company culture while managing risk effectively.

Technology: Navigating Innovation

As businesses embrace new technologies, legal teams are increasingly guiding innovation while ensuring compliance, positioning themselves as key partners in responsible technology adoption.

• Getting involved early in technology initiatives allows legal to help prevent regulatory pitfalls while still enabling innovation.
• AI-driven tools can enhance legal department efficiency in areas such as contract management, document review, and data analysis. As AI adoption accelerates, legal plays a pivotal role in shaping governance frameworks that foster innovation while safeguarding compliance and risk controls.
• Collaborating with IT to develop policies on cybersecurity and data protection helps ensure the company takes a proactive approach to risk rather than simply reacting to breaches.

Legal as a Business Enabler

Legal teams drive maximum value when they balance risk mitigation with enabling business success. Reinforcing legal’s role as a strategic business partner elevates its position as a key driver of innovation.

This isn’t about compromising on compliance or risk management—it’s about framing legal guidance in a way that enables business objectives. Some ways legal teams foster this shift:

• Speaking the language of the business — Framing legal concerns in terms of financial, operational, or reputational impact makes the advice more actionable.
• Providing clear, practical recommendations — Business teams value efficiency. Short, straightforward guidance builds trust.
• Engaging early and often — Building ongoing relationships with department leaders ensures legal is engaged early, rather than only being brought in at the final stage of decision-making.

Bringing It All Together: An Integrated Legal Team

A legal department that is deeply connected to its business counterparts is better positioned to operate efficiently, earn trust, and drive meaningful impact across the organization.

By focusing on relationships, collaboration, and alignment, legal teams can shift beyond traditional support roles and become true business partners—helping shape strategy, mitigate risk, and drive innovation.