In-house counsel are using fewer law firms and investing more time in managing their relationships with outside counsel. In addition, more than half of in-house counsel have terminated at least one relationship with outside counsel in the past year. These are some of the findings of a recent survey conducted by the Association of Corporate Counsel.
This study tells me that opportunities abound for lawyers looking to pick up corporate work. There are a lot of lawyers out there who still don’t get “customer service”. In-house counsel are paying far too much to outside lawyers to put up with poor service. So go forth and market! Meet GC’s. Listen. Follow through on your promises. You may not be a better lawyer, but over time, you will win the business that is being squandered by lawyers with poor interpersonal skills.