Adding Value to the Attorney-Client Relationship (PPT)

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Adding Value to the Attorney-Client Relationship (PPT)

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

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