National Employment Law Council April 25 2013 The

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 – Glaxo. Smith. Kline Camille Stearns Miller Partner – White & Wiggins, LLP Christopher Reynolds Julia Simon Kay Inc. Kevin Clunis Group VP & General Counsel – Toyota Motor Sales VP, Deputy GC, Asst. Corp Secretary & Senior Privacy Officer – Mary 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)