12. How Outside Counsel Can Build Better Bonds With In-House Clients

Two experienced general counsels explain their formula for how outside counsel can establish, sustain, and grow the critical relationship with the general counsel and the in-house team.

By Louise Firestone and Suzanne Rich Folsom | Updated on April 09, 2018

For outside counsel, the fine art of building a strong and enduring relationship with their general counsel and in-house counterparts, is equal parts experience, common sense, and endurance. Done correctly, the rewards for lawyer and client alike are considerable — and will significantly expand in proportion to the strength of the bond between the two.

In the absence of a formal law school curriculum focused on client relationship development and management, outside counsel are often left to adopt ad hoc strategies and solutions as they advance through their careers. Not surprisingly, many of these reflexes are shaped by the practices of the partners that outside counsel worked with as associates — even though those lessons may not take into account the changing dynamics and demands that in-house clients face today.

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