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Top 10 Tips for Associates Connecting With In-House Counsel
- It is not how much you say – it is what you say. Good judgment is key. Be appropriately assertive – do not just speak up to show off or be heard.
- You do not always have to be heard “in the room” – sometimes following up privately with a client or partner after the meeting is the best route.
- Be responsive to your clients – this means getting to know their communication style and preferences (for example, do they prefer e-mail or phone calls? what time of day are they available?). If you cannot respond to a client for a period of time, let the client know this.
- It is okay to tell a client, “Let me confirm that and get back to you.” Clients respect this and will be grateful you are not giving them incorrect advice.
- At meetings, sit up in your chair. Always look (and be) engaged. Take a seat at the table.
- Be proactive – discuss the next thing that needs to get done in the process.
- Allocate your time wisely – for example, do not turn down an invitation to a really significant event for a client, like celebrating a client’s promotion.
- Give your client all your attention when you are meeting – try not to take other calls or e-mail while you are meeting.
- Associates should treat partners like their clients (and their clients like their clients).
- Everyone is potential business – peers at a law firm may go in-house; junior employees at a client may rise through the ranks; law school classmates may go in-house; opposing counsel may hire you; you may meet clients at CLEs. It is never too early to start developing relationships and planting seeds that will someday mature into business.
