National Employment Law Council
April 25, 2013
The Journey From Legal Technician to Trusted Advisor:
Pick Up Your Road Map Here
Moderator:
Debra Hunter Johnson VP - CLO & CHRO, Reciprocity Restaurant Group
Speakers:
Belinda Shannon
VP - Quality & Inclusion – GlaxoSmithKline
Camille Stearns Miller Partner – White & Wiggins, LLP
Christopher Reynolds
Group VP & General Counsel – Toyota Motor Sales
Julia Simon
VP, Deputy GC, Asst. Corp Secretary & Senior Privacy Officer – Mary Kay Inc.
Kevin Clunis
Chief Litigation Counsel – Colgate-Palmolive Co.
TRUSTED ADVISOR ATTRIBUTES
PROGRESSION OVER TIME
Entry Level Staff Attorney/Law Firm Associate (0-5 years):

Possesses good legal fundamentals.

Is smart.

Is analytical.

Has common sense.

Has good judgment.

Is ethical, honest, trustworthy and able to maintain confidentiality.
TRUSTED ADVISOR ATTRIBUTES
PROGRESSION OVER TIME
Entry Level Staff Attorney/Law Firm Associate (0-5 years):

Works well with others. Shares rather than hoards information. Willing to
seek advice and counsel and accepts guidance and criticism well.

Does not become defensive. If unprepared -- says so and does not try to
bluff.

Communicates effectively -- writes and speaks clearly, simply, concisely. Knows
how to listen.

Works hard. Performs well on standard measures of employee
performance (attendance, timeliness, meeting deadlines, work load). Is
perceived as available for rush or last-minute assignments or to work until
the “job is done”.
TRUSTED ADVISOR ATTRIBUTES
PROGRESSION OVER TIME
Entry Level Staff Attorney/Law Firm Associate (0-5 years):

Works to broaden conceptual and practical understanding of the business,
including the economic side of the law firm practice, and how it runs. Begins to
develop areas of expertise.

Does good work. Things are well researched and written, without
grammatical errors; cases are shepardized; contracts are reviewed by a
second set of eyes; consults with colleagues in other practice areas (and
departments) where appropriate.

Leverages technology appropriately to advance business goals. Has
command of the latest research, discovery, case management tools, software
programs and networking tools. (e.g., Excel, Powerpoint, Word, Linkedin)
TRUSTED ADVISOR ATTRIBUTES
PROGRESSION OVER TIME
Entry Level Staff Attorney/Law Firm Associate (0-5 years):

Is a nice person. --“No Jerk” rule. Treats support staff, paralegals, peers,
clients, in-house counsel, outside counsel, and others with respect,
diplomacy and courtesy. Actively solicits their contributions and
involvement.

Projects professionalism and intelligence, without being stuffy or pompous.

Learns how to manage time appropriately, including billing hours.

Volunteers for and participates actively in special projects, e.g. writing legal
articles for publication or planning client event.
TRUSTED ADVISOR ATTRIBUTES
Staff Attorney/Associate (5-7 years) has all the attributes of an entry level staff
attorney, plus:

Solves problems, doesn’t just identify them (bar exam mentality). Facilitates
clients’ objectives. Shows creativity.

Has a higher level of confidence to address client issues with less
supervision. Nurtures relationships to ensure client retention.

Handles vigorous questioning of recommendations with equanimity -- has answers
to most questions. Does not become defensive. If unprepared -- says so and
does not try to bluff.
TRUSTED ADVISOR ATTRIBUTES
Staff Attorney/Associate (5-7 years) has all the attributes of an entry
level staff attorney, plus:

Is cost conscious – provides accurate fee estimates. Understands pragmatics
of billing time and has mastered how to work efficiently to satisfy client’s
goals. If in-house, manages outside counsel to reduce costs but not stifle their
participation.

Has client’s trust that matters will receive priority attention and yield the best
results.

Participates in bar, civic, community organizations and other activities to
meet new clients.
TRUSTED ADVISOR ATTRIBUTES
Income Partner/Senior Attorney (8-15 years) has all of the attributes of a Staff
Attorney/Associate, plus:

Has an aptitude for department/law firm management and actively participates
in administration of department/firm. Is responsible for and involved in
achieving department/firm goals.

If in a managerial role, manages well. Delegates effectively, with
appropriate feedback/involvement to ensure the work is being handled
appropriately. Is attentive to “people” issues -- performance reviews, staff
development, morale, etc. Reviews the work and gives feedback to train
more junior lawyers and paralegals; is willing to let go of projects and share
expertise.

Seeks and gets increasing amounts of work and increasing complexity of
problems. At the same time, he/she does not shirk the less glamorous work, and
willingly provides service to all levels of the organization. Collaborates
appropriately but handles most, if not all, assignments without supervision.
TRUSTED ADVISOR ATTRIBUTES
Income Partner/Senior Attorney (8-15 years) has all of the attributes of a Staff
Attorney/Associate, plus:

Can “manage” strong willed, highly idiosyncratic counsel; is not afraid of
talent.

Carries him/herself as a skilled, experienced lawyer. Demonstrates maturity and
poise, without taking him/herself too seriously.

Can judge ability in others; understands how to match talent (resources of
inside/outside lawyers) to different projects.

Understands the need to balance the forest and the trees -- that sometimes
detailed staff work is less effective than questioning the rules of the debate.
Can sense the dynamics of a situation involving others and know when to let go
of a point or to take a technical risk.
TRUSTED ADVISOR ATTRIBUTES
Income Partner/Senior Attorney (8-15 years) has all of the attributes of a Staff
Attorney/Associate, plus:

Thinks strategically -- e.g., understands interrelationships of legal and
business problems.

Can be both aggressive and conciliatory, depending on situation. Has
substantial drive and can push a project to closure in a timely fashion.

Increasingly proficient at negotiating appropriate billing structures for matters
to create win/win situation.

Can influence and advise senior management under difficult conditions and is
willing to offer advice/debate regarding alternative unpalatable options.
TRUSTED ADVISOR ATTRIBUTES
Income Partner/Senior Attorney (8-15 years) has all of the attributes of a Staff
Attorney/Associate, plus:

Is a coach and advisor to more junior lawyers.

If in an individual contributor role, represents the institution effectively to the
highest levels of government or to other organizations without supervision in a
legal and policy-making capacity.

If in a law firm role, markets one’s legal expertise through the publication of
articles, substantive law presentations to existing and prospective clients,
lectures, CLE conference panels, etc.
Equity Partner/Associate or Deputy General
Counsel/Director has all of the attributes above plus:

Functions as more than a lawyer, integrating various corporate priorities,
disciplines and groups. Is a strong team builder and communicator.

Sufficiently knowledgeable about client’s business to credibly offer
unsolicited advice and counsel.

Interfaces effectively with senior management, communicating as an executive
and not as a technician. Makes the law understandable to the extent necessary,
but does not overdo the legal side of things.

Demonstrates the best features of the culture -- i.e., is honest, tough, zealous,
articulate, practical, candid, flexible, hard working.
Equity Partner/Associate or Deputy General
Counsel/Director has all of the attributes above plus:

Has the respect of peers and clients for one’s wisdom as well as one’s legal skills.

Shows a high degree of leadership, establishing objectives and motivating
others toward their accomplishment.

Is a trusted member of the client’s inner circle called upon to strategize about
matters of the highest sensitivity and importance.
Stephen M.R. Covey The Speed of Trust:
The One Thing That Changes Everything
Self Trust: 4 Cores of Credibility
• Integrity (honesty, walk your talk)
• Intent (What is your agenda?)
• Capabilities (What are your skills? What do you have to offer?)
• Results (Getting it done, track record)
Stephen M.R. Covey The Speed of Trust:
The One Thing That Changes Everything
Relationship Trust: 13
Behaviors of a Trusted Leader
•
•
•
•
•
•
•
Talk Straight
Demonstrate Respect
Create Transparency
Right Wrongs
Show Loyalty
Deliver Results
Get Better
Relationship Trust: 13
Behaviors of a Trusted Leader
•
•
•
•
•
•
Confront Reality
Clarify Expectations
Practice Accountability
Listen First
Keep Commitments
Extend Trust
TRUSTED ADVISOR ATTRIBUTES
PROGRESSION OVER TIME
Entry Level Staff Attorney/Law Firm Associate (0-5 years):
10.
Works hard. Performs well on standard
measures of employee performance (attendance,
timeliness, meeting deadlines, work load). Is
perceived as available for rush or last-minute
assignments or to work until the “job is done”.
TRUSTED ADVISOR ATTRIBUTES
PROGRESSION OVER TIME
Entry Level Staff Attorney/Law Firm Associate (0-5 years):
14.
Is a nice person. --“No Jerk” rule.
Treats support staff, paralegals, peers,
clients, in-house counsel, outside counsel,
and others with respect, diplomacy and
courtesy. Actively solicits their contributions
and involvement.
TRUSTED ADVISOR ATTRIBUTES
Income Partner/Senior Attorney (8-15 years) has all of the attributes of a Staff
Attorney/Associate, plus:
3.
Seeks and gets increasing amounts of work and increasing complexity of problems. At the same
time, he/she does not shirk the less glamorous work, and willingly provides service to all levels
of the organization. Collaborates appropriately but handles most, if not all, assignments without
supervision.
4.
Can “manage” strong willed, highly idiosyncratic counsel; is not afraid of talent.
7.
Understands the need to balance the forest and the trees -- that sometimes detailed staff work
is less effective than questioning the rules of the debate. Can sense the dynamics of a situation
involving others and know when to let go of a point or to take a technical risk.
8.
Thinks strategically -- e.g., understands interrelationships of legal and business problems.
TRUSTED ADVISOR ATTRIBUTES
Income Partner/Senior Attorney (8-15 years) has all of the attributes of a Staff
Attorney/Associate, plus:
10. Increasingly proficient at negotiating
appropriate billing structures for matters to
create win/win situations.
TRUSTED ADVISOR ATTRIBUTES
Income Partner/Senior Attorney (8-15 years) has all of the attributes of a Staff
Attorney/Associate, plus:
11. Can influence and advise senior management
under difficult conditions and is willing to
offer advice/debate regarding alternative
unpalatable options.
Equity Partner/Associate or Deputy General
Counsel/Director has all of the attributes above plus:
3.
Interfaces effectively with senior
management, communicating as an executive
and not as a technician. Makes the law
understandable to the extent necessary, but
does not overdo the legal side of things.
Camille Stearns Miller
Formal Leadership Activities
*
*
*
*
President—BALSA 2 years
President—Wolverine Bar Association—Detroit
President - Jack & Jill- San Antonio
Multiple NBA leadership roles, including Chief
of Staff & Women’s Division Chair
* Vice-President—Links, Inc—( 3 chapters)