Before you even get legal advice, there’s a lot that happens behind the scenes.

I spent more time this week communicating with prospective clients, going through the information they shared and preparing fee proposals than on actual legal work.

However, this is often where the work begins.

Before I prepare a fee proposal for a share sale and purchase agreement, I always ask a few key questions to understand the deal:

• What’s the nature of the business?

• What’s the purchase consideration?

• How will the consideration be satisfied – in cash, shares, or other means?

• Will payment be made in a lump sum or multiple tranches?

• What are the key commercial terms?

These details help me to anticipate where issues might arise, where negotiations could stall, and how best to protect my client’s interests.

For clients concerned about whether their business model remains legally compliant in a changing legal landscape, the process is similar. It starts with understanding how the business operates, clarifying their goals, and identifying potential risks early.

Sometimes, I find myself explaining why our fees are structured the way they are and why we don’t go below. I understand that cost matters. However, the proposals already reflect our best rate. They are priced to ensure we have the time and space to help clients achieve their objectives and do the job properly.

The real work starts long before the first draft is prepared.

That’s the part most people don’t see. We put in the time and effort because we want to do right by our clients.

#MalaysianCorporateLawyer

This post was first posted on LinkedIn on 1 November 2025.