The practice of “relationship building” and “business development,” commonly associated with law firm rainmakers drawing in clients and cultivating a portfolio of business, is not exclusively for attorneys with external client needs. Building relationships remains crucial for in-house lawyers too, serving as a driver for tangible business results through robust connections with internal clients and other supporting roles. Brittany Johnson draws attention to this point in her column on Bloomberg Law.
Johnson lays emphasis on viewing connection as a catalyst. Amidst overloaded tasks and limited resources, strengthening ties with internal stakeholders can actually aid in conserving legal resources in-house. When such strong connections exist, in-house legal teams gain better comprehension of the organization’s true needs, utilizing their resources more strategically, thus, fostering efficiency and effectiveness.
Strong internal networks pave the way for cooperative and speedy problem-solving. Cross-functional bonds can expedite the resolution of complex issues and sprawling crises, with different stakeholders rallying together, fostering a collaborative spirit.
Relationship building doesn’t just benefit the business but also the legal team itself. In-house lawyers can derive satisfaction from seeing the real-world impact of their work within the broader organization. This can be particularly motivating in scenarios where resource constraints might otherwise threaten legal team morale.
In the long run, building internal relationships can help break down the “us versus them” mindset that often characterises the dynamic between in-house counsel and business units. Relationship-focused lawyers move to center-stage in client teams’ business strategy thought-process, which in turn increases chances of the legal team being called into the loop proactively, rather than reactively.
Johnson suggests certain strategies to aid in creating stronger bonds with client teams and other support functions. This includes understanding the ‘why’ through empathy and curiosity-driven conversations, inching closer by immersing oneself in the day-to-day tasks of others, creating a foundation of trust through transparency and accountability, and nurturing inter-departmental relationships by being a voice of calm, reason, and guidance.
Above all, relationship-focused lawyers choose to not be just names at the bottom of legal emails. Instead, they actively step up to provide legal solutions that resonate with the company’s vision, thus gradually earning their rightful place at the decision-making table.