Not unlike Willy Loman in Arthur Miller’s 1949 play Death of a Salesman, pharmaceutical and medical device sales representatives who have been downsized often feel wronged or unappreciated. Lay-offs and industry changes present a challenge to outside counsel because representatives may not be receptive to witness preparation. Counsel must first earn the representatives’ trust and respect before witness preparation can begin in earnest. To learn about a strategy for doing this, click here.