LAW LIFE: To be a successful in-house counsel, be a valued business partner

By H. Ward Classen The Daily Record Newswire Many in-house lawyers often question what it takes to be a successful in that position. Unlike a law firm where success is often measured on billable hours and client development, in-house lawyers are usually measured by more discrete, subjective standards that can be difficult to articulate. Although individual criteria may vary, the key to success is to be recognized as a valued business partner. The meaning of a "valued business partner" may vary from business to business and client to client, but it requires an attorney to seamlessly integrate him or herself into the business and become an invaluable resource to his or her fellow employees. A more difficult question to answer is how does one achieve this status? First, the attorney should become immersed in the business itself, understanding not only the company and its competitors but also its finances, strategic plan and products as well as the market in which the company operates. What are the likely market trends? How are the company's customers performing in the economy? How does the present business climate impact the company's growth prospects? The attorney should explore his or her clients' expectations for legal support. What can the attorney do to support the client's business goals? Does the client expect the attorney to be proactive or only reactive? Is the attorney expected to attend staff and business meetings that do not require legal support? To be a valued resource, an attorney should attend every meeting they are invited to and seek to attend all strategic meetings regarding the direction of the company and its business. A truly valuable attorney will be able to anticipate a client's needs before the client even identifies them. Third, the attorney should seek to locate his or her office among his or her clients. Too often in-house counsel are located with other administrative support functions and lack the constant social and professional interaction needed to become a valued partner. Just as the general counsel's office is usually located near the chief executive's office, the attorney supporting a business unit should, if possible, be co-located with the business unit. The old adage of managing by walking the hallways is true. By being part of the team and accessible, an attorney will be able to provide greater value. In-house lawyers must remain mindful that they represent the company, not individual managers or employees, but if a manager can walk two doors down and casually ask a question of his or her company's attorney instead of having to make an appointment or walk two floors up, that person will be much more likely to consult the attorney and form a lasting relationship with them. A valued business partner should provide creative solutions while avoiding the moniker of "deal killer." Too often attorneys say no to a proposed transaction structure without offering a viable solution or alternative. Even the most junior attorneys can spot a problem and say no. A valued business partner, however, will find a solution that complies with the law while achieving the required business purpose. By integrating him or herself into the business and providing creative solutions, an in-house counsel will create true value for the client. In return, they are likely to have a long and successful career and become a valued and trusted business partner. H. Ward Classen is deputy general counsel of Computer Sciences Corp. The views expressed herein are those of Classen and not those of Computer Sciences Corp. Published: Thu, Mar 3, 2011