How to Build Relationships with In-House Counsel


Ability to bring in business is key for most attorneys in law firms who want to advance to partnership or the top rungs of law firm leadership. At the top law firms—indeed most law firms—that requires ability to bring in (and keep) corporate clients.

Brian Brooks, General Counsel of Fannie Mae and previously GC of OneWest Bank and a managing partner of O’Melveny & Myers, was interviewed by Bloomberg’s Big Law Business about what he looks for in outside counsel. Part 1 of the interview, “Fannie Mae GC: Call Me When I’m Not Sending You Work,” highlights ways in which outside counsel can earn—and keep—corporate clients happy.

In addition to looking at economic value, Brooks is interested in communicative attorneys who are interested in building a trusted advisor relationship: 

Bottom line, says Brooks is: "Are you only coming to me when you’re trying to sell me something, or you’re there for me all the time? "