Reps are often reluctant to use attorneys for a number of reasons, ranging from the cost of services to fearing that the lawyer will foul up business relations with their principals. After all, the rep is a salesperson who has to make both the principal and the customer happy. And involving attorneys may often seem like inviting the bull into the china shop.

But it doesn’t have to be that way. The savvy rep retains and uses legal counsel on more than just a “last resort” basis. The savvy rep knows that legal conflicts may be avoided, principal relationships improved, … Read the rest