During the past 35-plus years in the legal profession, I have seen some truly superstar producers in action. I have had the privilege of working alongside several, have been a client for a few during my in-house career, and have placed some standouts during my recruiting career.

One thing that every one of these lawyers has in common is that each is a great lawyer. I have heard more than a few lawyers say that some big-time producers are glorified marketers who really are schmoozers and not good attorneys. I have yet to see this. I would never have entrusted a lot of work to such a lawyer—even if it was actually being completed by others in a firm—and never heard of an in-house lawyer, when I was part of that bar, who would, either. The reason is that it would be a real disconnect to have someone of that ilk be the primary client contact. One could not trust his judgment in recommending others in the firm and there also would be great reticence to ever put that person in front of important senior executives (as typically must happen).

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