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Tips for getting in front of general counsel
Reflecting on a recent masterclass hosted across Australian cities, Marist180 non-executive director Claire Bibby proffered guidance on how lawyers can put their best foot forward with legal team leaders.
Jerome Doraisamy
Speaking to Lawyers Weekly following her ‘How to get in front of General Counsel’ masterclass event, co-hosted with SmartWomen Connect founder Fiona Craig, Ms Bibby said that trust, predictability, proactivity and cost sensitivities are givens when it comes to getting in front of general counsel, as are a combination of in-person and other forms of networking.
“The best way to get in front of them is to show that you have done your research and are alive to the issues that could, or should, be keeping them awake. In short, it’s a given that you know the law – but have you taken the time to know your client?”
Life in-house is anything but beige, and so to get in front of a general counsel, she said, external lawyers similarly need to be anything but beige.
To demonstrate this, she highlighted the advice given by two panellists at her masterclass event: “Julia Taylor, assistant general counsel of Carnival, told our Sydney audience that she welcomed her external counsel taking the time to tour a Carnival ship and see first-hand the complexity of the business she supports.”
“Similarly, Jorden Lam, general counsel of HESTA, shared with the Melbourne audience the importance of being a thought leader and how she had hired a new lawyer after seeing him present at an industry seminar on a bespoke area of law directly relevant to her business,” she said.
Conversely, in a market where competition among firms is fierce, it can also be important to familiarise yourself with “war stories” from those who might have “dropped the ball” and had a negative impact upon the general counsel, she warned.
“Chris Ryan, general counsel of EnergyAustralia, highlighted the occasional tendency for tech buzzwords to be thrown around, with little or nothing of substance standing behind,” she noted.
Moving forward, it is crucial for the legal profession to be more aware of what approaches are successful when it comes to putting your best foot forward with general counsel, she posited.
While lawyers may have pre-conceived ideas of “when, how and why general counsel hire certain firms and individuals”, one must be open to “a different perspective of what works and doesn’t work when it comes to engaging with in-house lawyers”.
“And, importantly, the increasing focus of the in-house market on metrics such as D&I [diversity and inclusion], wellbeing, and their expectations of law firms in that space,” she added.
Jerome Doraisamy
Jerome Doraisamy is the editor of Lawyers Weekly. A former lawyer, he has worked at Momentum Media as a journalist on Lawyers Weekly since February 2018, and has served as editor since March 2022. He is also the host of all five shows under The Lawyers Weekly Podcast Network, and has overseen the brand's audio medium growth from 4,000 downloads per month to over 60,000 downloads per month, making The Lawyers Weekly Show the most popular industry-specific podcast in Australia. Jerome is also the author of The Wellness Doctrines book series, an admitted solicitor in NSW, and a board director of Minds Count.
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