As you become more focused on business strategy first, and legal implications around those decisions second, you need to make sure your needs and expectations are aligned with what your outside counsel can provide. For the relationship to work, they need to understand that some of the traditional expectations for service delivery have evolved. So it is imperative that, from the very start, you communicate effectively and have a clear understanding of three things: 1. the ground rules; 2. the context and purpose of the work; and 3. what objectives need to be met.

GC Voice

• "A client must be clear at the start of the relationship what the ground rules and rules of engagement are to be. This is the same as any relationship and will engender trust from the start that can then be built upon as the relationship grows. As a GC, I am only as strong as the weakest member of my team and that includes external advisors. Therefore, make me look good and make me feel valued and we have the beginnings of a match made in heaven!" — Andrew Garard, Group General Counsel & Director of Corporate Affairs, Meggitt 

• "A mutual understanding of culture, outcomes, aspirations, reporting, and measurement. A two way discussion on needs and wants of a project. Therefore, a real discussion and two way agreement on options, pricing, solution and timeframes." — Mohammed Ajaz, Global Head of Legal Operational Excellence, National Grid, UK  

• "Quality, responsiveness & price, in that order, and we address each in the engagement process. It helps if they're nice, too.  Success is defined project by project, and it includes coming in at or under budget." —Son-U Michael Paik, EVP for Legal, Trade and Risk Management, SeAH Holdings, Korea 

Lean Adviser Voice

GCs will judge you by how well you meet their personal expectations. Make it your first task to understand the client's business and every facet of the GC's expectations. They're likely to include outcome, deadlines, reporting, price and working methods, as well as relationship staples like transparency, accountability and overall reliability. Remember, all these expectations will be perceived through the GC's prism, so it is crucial to see it from the GC's standpoint. When you fully understand the client's expectations, take stock and consider if they're manageable. If so, memorialise the understanding and if not go back, explain why and suggest alternatives.