Foreign Counsel Becoming a Relationship Partner for U.S. American corporate clients

Time: Two (2) hours live and four (4) hours on-line.
Cost: No Charge for the Course, although a minimum cost-recovery for materials, space, meals and refreshments will be determined.
Prerequisites: Three prior courses: The Art of Partnership, Process and Project Management and Diversity

Required Resources: Proprietary materials as well as The Trusted Advisor and Fieldbook by David H. Maister, Power Questions by Andrew Sobel and proprietary materials.
Certificate: This course is the final 25% for the Advanced Professionalism Certificate.

SCHEDULE

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october, 2019

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SUMMARY

U.S. law firms are adjusting to a decreased significance of personal relationships as U.S. corporate clients, focused on cost containment, are often using non-lawyers, such as procurement and project professionals, to control legal spend and even choose their outside counsel.

So it becomes crucial for you to develop the skills of a Relationship Partner as pricing and business-style management become fundamental for your corporate clients.

Those skills go much further than the traditional “relationships” in client development or the role of a Lead Partner. A Relationship Partner is a specific function requiring several high-level professional skills.

You will learn those skills here. We tie together what you have learned in the prerequisite courses (professional responsibility, technology competence, pricing and billing in high value terms, project and process management) with the Relationship Partner Framework of four essential components: Managing overall legal services for the Key Client (Running Teams and Projects and Effectively applying firm-wide Legal Expertise/Resources) and working directly with the key client (Managing Direct Communication/Development and Developing new Assignments from the Client). There are several sub-sets of skills within each of these.

FORMAT

Participation is limited to a maximum of six (6) lawyers to allow personal interaction and accountability.
The live course is followed by an on-line interactive course that expands on the fundamentals from the live session. Completion of the on-line course, the exams and a personal interview is mandatory for recognition.


THE INSTITUTE´S COURSES – YOUR COMPETITIVE ADVANTAGE

THE ART
OF
PARTNERSHIP

Becoming Trusted Counsel

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PROCESS,
PROJECT
MANAGEMENT

Your Home Port in a Storm

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PROFIT
FROM
DIVERSITY

The D and I Advantage

THE
RELATIONSHIP
PARTNER

Develop, Deliver, Sustain

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FLUENT
ENGLISH FOR
LAWYERS

The Art of Smooth Speaking

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TRULY
EFFECTIVE
WRITING

Clear Thinking Made Visible

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MULTI-PARTY
CORPORATE
NEGOTIATION

The Professional Framework

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ANNUAL
CONFERENCE
NYC

October 26 and 27 2017

My Competitive Advantage

Participating with the Institute courses is like opening a door and stepping into a room that you knew was there but you did not have the key.

Juliana describes her experience with courses at the Foreign Counsel Institute

Now I have the key. Now I can create more sophisticated and higher-level relationships with American Corporate Counsels.

I confess to you that my biggest career mistake was my failure to understand how…

Listen to Juliana

Juliana Silva – Corporate, Commercial and IP Law, twelve years legal experience in three U.S. multinational pharmaceutical corporations – Sao Paulo, Brazil – Join me on Linkedin!

Did You Receive an Invitation?

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Who We Are

A private group of international attorneys dedicated to giving a significant competitive advantage to foreign lawyers who make the effort to understand the US Corporate Counsel professional and operational paradigm.

Who We Work With

Are you a licensed and practicing Lawyer in a country outside the United States? Do you want to represent U.S. Corporate Clients?

Serious professionals are always welcome to join us.

Your Invitation

Simple. Contact us and tell us your interest. Allow us to invite you to participate with us.

My Competitive Advantage

I give you three reasons:

One, quite valuable for distinguishing oneself from our collegial competition.

international lawyers work with u.s. american corporate law departments

Two, certainly enhances the awareness of assumed expectations, and thus improved partnering.

Three, an inside track towards client development of U.S. Corporate lawyers and law departments.

There are no big secrets revealed here, but practical insights, presented in a coherent framework that allows one to see and understand the whole picture.

Christian Klein, Financial Regulatory Law – Frankfurt, Germany.

My Competitive Advantage

I believe that the client sets the goal, together we agree on the strategy, and the local tactics are my prerogative. But this can bring a tension and risk especially with non-French clients.

Therefore, I enjoy to develop the Institute´s recommended approach.

One example that works marvelous for me: The decision-tree technique in a process management map. This is now my fundamental system because it communicates clearly what the client wants to know and control.

I have convinced Clients to trust me with this technique alone.

Louise Lefebrve, Labour Law, Labour Relations Restructuring, Litigation – Paris, France

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