In-house counsel are very busy; there's no question about that. Outside counsel are also very busy. The relationships between the two are significant, and both sides agree that these relationships are important to maintain. For one, keeping the relationship fresh can lead to potential new matters, cases and referrals to other in-house colleagues who may need the same services.

For in-house counsel, it means having necessary go-to resources to tap into for brainstorming, networking and potential career advancement when the need arises. Working on these relationships is even more important during periods between active cases and matters. Strangely, outside counsel often believe that their clients are too busy to meet with them unless there is a specific matter at hand. Not true, say many in-house counsel. The ability to share insights, learn first-hand what is happening in the industry from outside counsel's perspective and to meet new members of their firms are good reasons to connect.

Lon Povich, executive vice president, secretary and general counsel of BJ's Wholesale Club, has some specific thoughts and recommendations about connecting. “I like people to keep in touch. I like them to keep in touch around matters of substance they can share with me that will be helpful to my team and me. It's more of a challenge in the in-house world to stay up-to-date than it is in a firm. So sharing changes in the law and updates for me and my team about areas of the law that impact our business can be very helpful. It's more meaningful and impactful than if it's a newsletter or blog that goes out to the world, which by its nature is not specifically focused on our issues,” Povich says.