There’s a moment in the television show Billions that sticks with me—and frankly, it should haunt every professional who wants to matter in a crowded field.
It’s Season 2, Episode 5. Lara Axelrod, wife of billionaire hedge fund manager Bobby Axelrod, has started a luxury organic food delivery venture. It’s sleek, well-meaning, ambitious. She’s pitching it for investment.
And the pitch bombs.
She returns home stunned and defeated. Bobby—whose business acumen is savage and unrelenting—doesn’t hold back. He gives her this:
“What is it you do that you’re the best in the world at? You offer a service you didn’t invent, a formula you didn’t invent, a delivery method you didn’t invent. Nothing about what you do is patentable or a unique user experience. You haven’t identified an isolated market segment, haven’t truly branded your concept… So why would an investment bank put serious money into it?”
It’s not cruelty. It’s clarity.
It’s not an attack. It’s a standard.
And if you work in defense—insurance, retail, hospitality, construction, coverage—it’s time to stare that question in the face.
We operate in a field flooded with lookalikes. The services are similar. The language is recycled. The outcomes blur together. We litigate under rules we didn’t write, using processes we didn’t invent.
So why you?
What makes you worth trusting with high-stakes exposure? Worth relying on as a strategic partner—not just a vendor with a law degree?
The Defense Field Is Saturated. So What Sets You Apart?
It’s not enough to “do a good job.” That’s the entry fee.
If you’re going to earn the trust of clients with complex risk, sophisticated needs, and limited tolerance for waste—you have to be the best in the world at how you deliver.
Here’s how you do it.
1. You Out-Prepare
Preparation is the great separator. When opposing counsel is reacting, we’re two steps ahead. You know your file, your facts, your law, and the players. You walk into depositions with a strategy—not just a script. You file motions that read like closing arguments. Your reporting outlines aren’t just required—they’re respected.
Command of the file is your baseline.
2. You Communicate More Clearly
Great lawyers aren’t just skilled—they’re understood. That means:
• Frequent, proactive updates—before the client asks.
• Clear, concise risk assessments—not legal treatises.
• Speaking the language of business, reputation, and exposure.
Silence isn’t strategy. It’s a credibility killer.
3. You Bring Urgency and Care
Speed without care is reckless. Care without speed is irrelevant.
You respond the same day. You move early. You make the case your responsibility—not just your task.
Your urgency signals that the case matters—because it does.
4. You Solve Problems, Not Just Manage Them
You’re not here to pass the news along. You’re here to diagnose, assess, and act. That means:
• Finding resolution paths early.
• Recommending strategies, not just identifying issues.
• Helping the client decide, not just understand.
Lawyers who manage files are everywhere. Problem-solvers are rare.
But How Do You Do This as A Busy Litigator?
It’s not about working longer. It’s about working with intention and systems.
• Templates and Playbooks: Standardize what’s repeatable so your brain can focus on what’s unique.
• Cadence-Based Communication: Set recurring updates. Stop playing email tag.
• Golden Hours: Protect two hours a day for deep, focused work. Non-negotiable.
• Delegation with Clarity: Train your paralegal and associate to see the field, not just the to-do list.
Excellence under pressure requires structure and absolute discipline, not just effort and good intentions.
Back to Axelrod’s Question:
“What is it you do that you’re the best in the world at?”
If you don’t know—figure it out.
If you do—double down on it.
If you think you’re too busy—ask yourself what “busy” is buying you.
Because in this profession, no one remembers the lawyer who blended in.
They remember the one who owned it.
This is what it takes.
