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Adding Value to the Attorney-Client Relationship (PPT)
 

Adding Value to the Attorney-Client Relationship (PPT)

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    Adding Value to the Attorney-Client Relationship (PPT) Adding Value to the Attorney-Client Relationship (PPT) Presentation Transcript

    • Interaction Between In-house and Outside Counsel: Adding Value to the Attorney-Client Relationship Presented by Ann K. Moceyunas
    • Add Value
      • Define the Role of Outside Counsel
      • Think Like the Client
      • Think Like a Lawyer
      • Provide Process and Structure
    • Pop Quiz 1
      • You provide legal services to close sale of a business. When does your legal responsibility finish?
        • When the closing binder is complete (usually within 60 days).
        • When the last event occurs that would release the escrowed funds post-closing (usually 1 year).
        • When the UCC filing deadline for renewal of the security interest expires (5 years).
        • When the client pays the bill in full.
    • Define Your Role
      • Define the Role of Outside Counsel
        • Engagement Letter
        • Project Scope of Work
        • * Conflict of Interest (eg. the CEO)
    • Define Your Role.
      • Define at the Outset and over time.
      • Define lines of communication.
        • Designate primary Legal Contact
        • Regular updates on status
        • Others who can send directly
    • Define Your Role.
      • Define at the Outset and over time.
      • Define lines of communication.
      • Know Your Limits.
        • * Be the resource for finding the experts.
        • Oversee the engagements.
    • Define Your Role.
      • Define at the Outset and over time.
      • Define lines of communication.
      • Know your limits.
      • Be available as the “Temp”.
        • * Learn enough; establish connections.
        • Transfer Call (day before).
    • Think Like the Client
      • Agree on Rules for Setting Priorities
        • Protect life and limb.
        • Stay out of jail.
        • Generate profitable revenue.
        • Enhance the value of assets.
        • Prepare for the exit.
    • Think Like the Client
      • Agree on Rules for Setting Priorities
      • Learn the Client’s Business
        • Get the sales pitch
        • Y-in
        • Get the Org chart.
    • Think Like the Client
      • Agree on Rules for Setting Priorities
      • Learn the Client’s Business
      • Align your Services to Business Metrics
        • E.g. fees and expenses to budget
        • Regular reports.
        • Benchmarks: www.serengetilaw.com
    • Think Like the Client
      • Agree on Rules for Setting Priorities
      • Learn the Client’s Business
      • Align your Services to Business Metrics
      • Respect the Client’s Business Rhythms.
        • Sales cycle
        • Holidays and “Team Meetings”
    • Think Like the Client
    • Think Like a Lawyer.
      • Ask questions; respect teachable moments.
        • Discuss first.
        • Explain your reasons (without being pedantic).
    • Pop Quiz 2
      • The other side on a conference call does not have their legal counsel on the call. Your BEST step?
        • Assume the other side has waived their right to have their lawyer present and proceed with the call.
        • Tell the parties you will stay on the line but not say anything.
        • Tell the parties you can participate when their lawyer can be on the call and either wait or hang up.
    • Think Like a Lawyer.
      • Ask questions; respect teachable moments.
      • * Ask about the other side’s lawyer.
    • Think Like a Lawyer.
      • Ask questions; respect teachable moments.
      • Ask about the other side’s lawyer.
      • Establish your role in negotiations.
        • Good cop or bad cop
        • Driver or passenger
    • Provide process & structure.
      • Improve quality by establishing standards.
        • Contract Standards – matrix
        • Contract Templates
    • Provide process & structure.
      • Improve quality by establishing standards.
      • Improve delivery of legal services by establishing process.
          • Contract Request Form and SOP
          • Tools: www.basecamphq.com
          • Delegation of Authority
          • Deal Cover Sheet
    • Provide process & structure.
      • Improve quality by establishing standards.
      • Improve delivery of legal services by establishing process.
      • Incorporate education and training into the Process.
        • Sample: “The Contract Challenge”
    • Resources
      • Copy of Paper and slides: http://www.linkedin.com , under “Ann Moceyunas”