Dr No - 4 Storytelling Techniques They Don't Teach in Law School

[DISCLAIMER: This email contains traces of psychological manipulation, strategic storytelling, and career-changing insights. Side effects may include increased board influence and spontaneous promotion discussions.]

"Those who tell the stories rule society." – Plato (who would've made an excellent GC)

Think back to September 11, 2001.

You likely remember exactly where you were and who you were with.

This phenomenon isn't just a quirk of human nature; it's deeply rooted in our brain chemistry. High-emotion events flood the brain with dopamine, making them unforgettable. Testosterone sharpens the effect, cementing key details.

Great General Counsels understand this: logic informs, but emotion moves people to action.

If you’re still delivering legal updates like a weather forecaster—calm, monotone, full of warnings nobody listens to—it’s time to change the script. The best GCs are more Spielberg than Siri.

A few weeks ago, I watched a GC present to their board. Instead of the usual legal risk update, he opened with:

"We’ve found three regulatory loopholes our competitors haven’t noticed yet."

The CEO nearly spilled his coffee.

That’s what Michael Port, in Steal the Show, calls a "pattern interrupt"—an unexpected hook that forces attention. But it’s just the beginning.

1. The “Narrative Reversal” Technique

Instead of: "Here are the legal risks..."
Try: "Here’s how legal insights just uncovered EUR 2M in untapped revenue."

A fintech client recently flipped the script on a dull compliance update. Instead of listing new AML regulations, she opened with:

"We just found a way to streamline KYC checks, cut costs by 15%, and still stay compliant. Want to hear how?"

Nobody in that room expected compliance to be a revenue driver. But it can be—if framed correctly.

People don’t care about legal risks. They care about risk in the context of opportunity.

2. The “Status Quo Assassin” Method

Every great story needs a villain. In our companies, that villain is usually inefficiency, lost revenue, or missed opportunities.

Structure your message like this:

• Expose the pain (the inefficiency, risk, or broken system).

• Paint the dream scenario (what happens if the problem is solved).

• Reveal the twist—your solution.

• Make them choose: “Do we seize this opportunity or let competitors take it?”

An energy company GC noticed PPA contract negotiations were killing deals. Instead of a report on legal bottlenecks, they framed legal as the hero:

"Right now, our contract cycle time is 65days. That means lost revenue, frustrated teams, and slower growth. But what if legal could cut this in half—without adding risk? We tested a new playbook last quarter. The result? Contract times dropped to 30 days, and revenue jumped 8%. Are we ready to scale this?"

Boards don’t react to legal updates. They react to problems they can feel and solutions they can believe in.

3. The “Strategic Vulnerability” Play

The best performances aren’t performances at all. They’re strategic vulnerability plays.

One client of ours starts every executive meeting with a "Legal Blooper of the Week"—a candid look at a team mistake and what it taught them.

Instead of making legal look weak, it has the opposite effect:

• Trust increased.

• Other departments became more transparent.

• The GC became a true business partner, not just a risk manager.

People don’t trust perfection. They trust leaders who own their mistakes and learn from them.

4. The “Hollywood Trailer” Hook

You have 30 seconds before attention evaporates. Make your first words count.

Instead of: "Let’s go through the legal update now..."
Try: "Imagine a world where our biggest compliance headache disappears overnight. We may have just found the solution."

Too US-style? A Spanish inhouse lawyer opened a report last year like this:

"What if I told you our corporate structure is costing us EUR 3M in unnecessary taxes? We found a fix—but we have to act fast."

Eyes off laptops. Full attention. Legal went from a cost center to a revenue enabler.

Start with curiosity. End with conviction.

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Food for Thought

If your communication strategy was a movie genre, would it be a thriller, a drama, or still a documentary? And more importantly - which genre does your company need right now?

As a token of appreciation for our loyal readers, we're offering exclusive access to our roadmap playbook: “ The 6 Essentials for GCs Aiming to Rise to CLO."

Send me an email to: [email protected] and get immediate access to your customized roadmap.

Abrazos,

Rosa & Manuel