LSSO Executive Profile Q&A - Neel Lilani
LSSO
3 minute read
LSSO Executive Profile Q&A
Neel Lilani
With a unique blend of legal and business expertise, Neel Lilani has built a career around helping companies grow, scale, and connect with the right investors. As Global Head – Technology Clients at Orrick, Neel brings a market-facing perspective that bridges the worlds of law, finance, and innovation.
As you’ll see in this Q&A, Neel shares what it takes to move from internal influencer to trusted, client-facing rainmaker—and how curiosity, connection, and data-driven insights continue to shape his approach.
- You’re among a growing number of business development professionals in law firms taking on client-facing responsibilities. How did that transition happen, and what do you think helped you make the leap from internal influencer to direct sales professional?
I have always been connected to the market. As such, I am able to bring to bear a unique lens of financial and legal familiarity to companies and investors that I have the opportunity to serve. This combination has resulted in success as an externally facing client development professional and internal influencer. - For firms considering hiring a client-facing business development professional, what qualities or background should they look for?
Passion, innate curiosity and understanding for the industries, businesses and competitive landscape in which the businesses sit that you are primarily focused. The ability to clearly and concisely communicate at all levels, both written and verbally. And understand the relevant network of contacts. Client facing professionals should possess executive presence. - On the flip side, what advice would you give business development professionals looking to take that leap themselves?
Learn about the businesses and industries in the target markets that they wish to pursue a role in by attending conferences, speaking to and seeking out leaders in those industries. Connecting with practitioners and networking with client development professionals either within the legal industry or other service providers (accounting, consultants, etc.) - What’s something you think is often misunderstood about what it takes to win work and grow client relationships?
The value of personal relationships. These transcend broader firm relationships in many cases. Those trusted relationships often turn into lifelong connections which lead to far greater success overall than a single client relationship. - How do you collaborate with lawyers in your client-facing work? What does that process look like – when you’re connecting them with an opportunity.
We have a procedure wherein we categorize levels of engagement. Accordingly, a Partner brings a client development professional into a new business opportunity. Or conversely, a development professional pairs an opportunity with the best matched Partners. - AI and data analytics are transforming how law firms identify and serve clients. How do you see AI helping business development and sales professionals in law firms?
When understanding connectivity between clients, especially at a board level, having data at your fingertips is critically valuable intelligence when pursuing new business. By leveraging AI to obtain timely and accurate information via firm documents and delivered near instantly to a client development professional and/or partners has changed the game. - You’ve been part of the LSSO community for many years. What drew you to the organization, and what have you found most valuable through your involvement?
LSSO provides a unique environment to meet peer professionals. When I was new to this function, the ability to learn from seasoned professionals was the main attraction. What I find most valuable now is the ability to learn best practices, gain competitive intelligence as to what is happening in the market and identifying candidates for recruitment. - What’s something you’re currently exploring or excited to push forward in your work by year-end or in 2026?
Further development of data connectivity for more actionable intelligence in order to achieve greater client development and retention success.
About Neel:
Neel is a seasoned professional based in San Francisco who drives new opportunities for clients in the technology sector. When he’s not bringing together entrepreneurs and investors in the tech and finance industry, Neel enjoys skiing, hiking, scuba diving, community activities and traveling with his family.
