Key insights

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1. Embrace a "Meet Them at Yes" Mentality.

Manchanda argues that in a startup, saying "no" is only acceptable after every alternative has been explored. To remain relevant, GCs must be pragmatic and enable business goals through crisp, clear communication (often via WhatsApp rather than 20-page memos) and robust risk mitigation.

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2. Unlearn Perfectionism to Achieve Scale.

In a startup environment operating at "100x speed," seeking 100% legal perfection can be counterproductive. Manchanda notes that projects should be viewed as experiments; legal leaders must take pragmatic calls on "mandatory" vs. "good to have" requirements to match the pace of business.

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3. Technology is the Only Scalable Solution for Support Functions.

As a support function rather than a revenue driver, legal cannot simply hire its way out of high volume. At Unacademy, implementing a CLM tool to handle 1,000 agreements a month was essential to retain talent and provide the business with the speed it demanded (reducing onboarding from a week to under 24 hours).

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4. AI is the New Layer for Data Deconstruction.

The next evolution of legal tech isn't just about repositories, but about using AI layers to extract and analyze patterns in seconds. AI allows lawyers to bypass manual tagging and immediately understand contract trends, such as historical indemnity patterns, without the need for additional headcount.

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5. Build for India, Not the West.

A common mistake for startups and global entrants in India is replicating US business models without local adaptation. Success in India requires understanding the "Indian sentiment," focusing on the top 10 revenue-driving cities, and building a path to profitability rather than just chasing high user volumes.

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6. Closing insight

Success in the General Counsel role is 70% people management and 30% core legal work. By focusing on soft skills and pragmatic enablement, you move legal from a necessary evil to a primary strategic partner for the CEO and board.