In this episode, Jake welcomes longtime friend and fractional general counsel Todd Wilkowski to the show.

Todd’s journey from commercial litigator to trusted problem solver in the business world reveals the power of relational sales and the importance of genuine connection over transactional hustle. 

Todd dives deep into:

• Why understanding who you are and your unique value prop fuels authentic prospecting.
• The disconnect between traditional high-volume sales tactics and the modern need for meaningful relationships.
• How lawyers, and anyone in professional services, can build trust and a “book of business” by focusing on strategic, proactive advice rather than reactive problem-solving.
• The importance of being genuinely curious about your prospects, their story, and what truly drives them.
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