Another of my all-time favorite conference sessions at LMA is always the client panel.  For me, the panel always makes the investment in the conference worth it, because I can impart what I learn from the GCs there to my lawyers, to help them to understand their own clients better, and that adds value for everyone. 

This year’s client panel didn’t disappoint. It focused on best practices for building and maintaining your law firm’s relationship with in-house counsel and featured Megan Belcher, the VP and Chief Employment Counsel for ConAgra, Kevin Schubert, the Associate General Counsel, Transactions for LV Sands Corporation, Simon Manoucherian, the Assistance General Counsel/Director of Litigation GRIFOLS, and Karen Cottle, Senior Counsel for Sidley Austin and former in-house counsel. The panel was moderated by Inside Counsel magazine. 

The panelists said that they would discuss the role of social media for general counsel, the challenges that they see over the next five years, and the change in inside/outside counsel relationships since 2008.  Since the economic downturn, GCs have changed the way that they evaluate outside counsel, and the process by which trust is built. 


Continue Reading General Counsel Panel: Separate from the Pack – a Recap Part I

When I attended the general counsel panel a couple of weeks ago at the LMA’s Annual Conference, I was happy to hear that the moderators would be spending some time focusing the panelists on discussing social media, and their use of it in their outside counsel relationships.

I’m going to delve into that discussion more in a future post, but today, I wanted to talk about the results from Greentarget, Inside Counsel, and Zeughauser Group’s In-House Counsel New Media Engagement Survey results, which were released last week. I pay very close attention to this survey because let’s be honest, social media isn’t going to matter one whit to my clients if their own clients aren’t paying it any attention. 

This year’s survey results reaffirmed both the comments of the three general counsel at the LMA Conference, and my anecdotal experience, which I often share with my attorneys. Today, let’s look at a couple of highlights. To see the survey results in full, click here


Continue Reading It’s Here! — A Look at the 2012 In-House Counsel New Media Engagement Survey

During the LMA’s opening session on Wednesday, we were treated to a great client panel on achieving greater collaboration – what you need to know to get a win-win relationship with your clients.  On the panel were Stephen Kaplan, the Senior Vice President & General Counsel for Connextions, Inc., Jeff Novak, the General Counsel for AOL Paid Services, and John Lewis Jr., the Senior Managing Counsel-Litigation for The Coca-Cola Company,

They gave us a lot of incredibly valuable feedback, which I’d like to share with you.  To qualify – at the end of the session, they did say that this wasn’t to be taken as the "rules" for dealing with all general counsel.  The idea is for this to open a dialogue with your clients and get you thinking about how you can better service them.

Main Points from the GC’s

  • Don’t treat all clients the same – that’s like being a therapist and treating all of your patients the same.
  • The GCs were amazed by how infrequently firms will come to them and ask how they are measured internally and what success looks like for them – doing this can differentiate you.
  • It’s your job as lawyers to make your clients look good.
  • Find un-met needs for your clients – this is a different value proposition than that offered by your competitors
  • Realization rates can go up when you can help the in-house counsel meet their legal spending budget.
  • Client service should be very personal, tailored to the individual just as much as the institution.
  • Firms that know the secret to cost containment in their own firms should be able to help General Counsel apply those principles in their department.
  • When a client comes to your firm and you can divine that they’re in need, that’s an opportunity for the firm to embed a partnership.
  • Meeting their needs transcends the vendor relationship and makes you a partner.
  • Learn how to self-select – you can’t be all things to all people.  It’s difficult to discern any self-selection from the pitches that they get.  One of them recently got a pitch from a company that was obviously conflicted and should have self-selected.
  • There is lots of buzz around AFA’s – but not everyone is positioned to do this. A value relationship is one where you have value to deliver.


Continue Reading Lawyers – We Are Still Missing the Boat with Clients