how to deal with a client & networking part i: how to deal with a client part ii:...

How to Deal with a Client & Networking

PART I: HOW TO DEAL WITH A CLIENT

PART II: NETWORKING/INFORMATIONAL INTERVIEWS

Professor Steve Kester ’78 Professor Reagan Boyce ‘06Archer Norris, PLC Ezra Brutzkus Gubner, LLP

Professor Mitch Federer ’09 Business & Legal Affairs, GRB Entertainment

HOW TO DEAL WITH A CLIENT

Professor Steve Kester, Professor Reagan Boyce, Professor Mitch Federer

In-Class Exercise

Client Intake First Meeting The Top Ten Questions

Client Intake Checklist• Client’s full name

• Client’s contact information:o Addresso Work phoneo Home phoneo Faxo Mobileo E-mailo Note: Ask Client what would be their preferred method of communication

and whether there is anyone else who needs to be in the reporting loop. Caution: Be careful to maintain the attorney-client communication privilege.

o Note: Good idea to confirm potential client’s identity by asking for some form of picture identification such as a CDL or Passport.

• Names of potential adverse parties and their contact

information.

Client Intake Checklist

• Brief description of the nature of dispute, issue or request for

legal services


• What is the prospective client’s objective and can it realistically

be obtained?

Note: If the objective is unlikely to be achieved, is this a client you really want to

take on?


• Is there an urgency? When does the matter need to be

addressed and how?


• Client documents needed:o Correspondence, e-mails, fax transmissionso Agreements/contracts/warrantieso Photographso Plans and specificationso Insurance policieso Medical records/lab reports/x-ray filmso Law enforcement reports, such as Traffic Collision Report, Arrest

Report, Vehicle Inspection Report.o Note: If the prospective client did not bring all of the relevant

documents to the initial interview, when will they be provided?


• Have any other attorneys been involved?

If so, obtain their names, the identity of thepotential party they represent, and pertinent

contact information


• Fee arrangement:o Deposit o Hourly rates

Attorneys• Partners• Associates

Paralegals Administrative

o Contingencyo Mixed o How will costs be handled?


• Fee Agreement:When will it be prepared, signed and returned to attorney?

Note: Be careful to advise potential client that representation does not start until the signed fee agreement has been received.


• Reporting requirements:o When (e.g.; monthly, quarterly, after important developments)

o What should be reportedSummary of current facts

Procedural developments

Next steps

Budget

Objectives

Recommendations

o Method of reporting (e.g.; formal letter, e-mail, telephone call)


Who is the Client?

Written Fee Agreements

Written Fee Agreements• Hourly litigation matters

– Required for services over $1000

– Client must be provide with a duplicate copy of the fully executed agreement

– Basis for compensation must be set out

• Responsibilities of attorney

• Responsibilities of client

– Failure to comply with above renders agreement voidable at option of client. Thereafter, attorney entitled to a “reasonable” fee.

• Hourly non-litigation matters (Note: Subject to same above requirements as hourly litigation matters.)

Written Fee Agreements

• Contingency cases– Same requirements as hourly matters– Plus, a statement of the contingency fee amount,

an explanation as to how disbursements and costs will affect the contingency fee and client’s recovery, and an explanation of how related matters are to be compensated that are not part of the contingency agreement.

• Flat-rate projects

Written Fee Agreements• No malpractice insurance. Attorney must inform the client in

writing if the representation will exceed 4 hours.

• Fee Agreements are examined in light most favorable to client because the Attorney-Client relationship is a fiduciary relationship.

• Fee Agreement must be signed by both the attorney and the client.

• Standard fees, rates and charges should be set-out clearly and enumerated in detail. Be over inclusive here.

• Surcharges and mark-up may be ethical issues.

Written Fee Agreements• Fee Agreements must disclose nature of the duties and

services to be performed by attorney.• Billings must state amount, rate and basis for attorney fees

and costs (e.g.; 2.0 hours at $300/hour was spent on a particular project such as drafting of a proposed complaint). A bill for “services rendered” is not sufficient.

• Information in a Fee Agreement is to be both a detailed disclosure and set forth in an understandable format.

• Always take the time to explain the terms of the agreement to and determine that the client understands its terms.

Client Communications

Who the client is will determine how communication happens

Do’s and Don’ts of Client Communications

- Importance of responding to the client

Never fail to return a call or email

Work out a system with your secretary, receptionist, assistant for managing client communications

How do you address the client? Who is allowed to communicate with the client

Verify who is signing the letter, progress report, etc.

Email communications, sending letter in pdf attachment, not Word document

Letter communications

Person to person or telephone communications

Corporate vs. Private Client Communications

Progress Reports Letter versus Formal Report

Corporate Client minimum reporting requirements

SAMPLE REPORT TO CORPORATE CLIENT

OUTLINE FOR REPORTTO CLIENT

ANDINSURANCE COMPANYPROVIDING DEFENSE

Client/Insurance Company Report

• Executive Summary

Condensed high level review of relevant facts, procedural status, liability assessment and itemization of damages claimed.


• Detailed Summary of Case Facts

Much more in depth recitation of the facts of the case as known on the date of the report.


• Procedural Status of Case

Detailed chronology and description of the pleadings filed to date and the dates on which they were filed.


• Discovery PlanWhen will the following be commenced and completed: Interrogatories; Document Productions, including SDTs to non-party

witnesses; Request for Admissions; Depositions, including parties and non-party witnesses; Defense medical examinations; Site inspections.


• Court and JurisdictionExplanation of where the case is filed and why.


• PartiesoPlaintiffs;

oDefendants;

oOthers who may be responsible but are not yet named parties.


• Trial JudgeIdentification of the judge who is likely to preside over the trial of the action, including:– Educational background

– Experience prior to becoming a judge

– Date of appointment or election

– Previous experience with this judge


• Plaintiff’s Counsel and Firm

Identify the attorney who is likely to be lead trial counsel for the action, including educational background, prior experience with cases of this type, success rate, and any previous experience with this attorney.

• Defense Counsel Who Will Try this CaseDescribe background and experience.


• Analysis of Complaint and Causes of Action

Review law applicable to each cause of action and the facts necessary to establish the claim.


• Liability Analysis Assess the likelihood of prevailing against the claims of plaintiff and any cross-complaints versus other persons or entities (e.g.; indemnity claims, express or equitable).


• Damages Analysis Evaluate the value of this case, including:– An assessment of injuries to plaintiff

– Monetary losses such as loss of income

– Medical expenses past and future

– Residual long-term deficits

– General damages

– Punitive damages

– Any liens in existence

Client/Insurance Company Report• Trial Strategy

• Assessment of themes of the case and its

presentation from the perspective of both plaintiff

and defendant,

• identification of expected witnesses (lay and experts),

• documentary evidence needed,

• motions in limine,


• jury instructions,• verdict forms, • jury verdict research results, • joint and several exposure potential, • desirability of having appellate

counsel attend trial.


• Settlement Potential

What is the current status of any settlement discussions? Is there a mediation conference or other form of ADR set or anticipated? If so, when, where, who will attend and who with preside over conference.


• Anticipated Outcome o Duration of trial;

o Estimated cost through trial;

o Likelihood of a favorable verdict.

First Impression - Body language?

• Handshake, firm• Eye contact• Tone of voice• Dealing with difference

in age between you and the client

Mike Sudal/The Wall Street Journal based on photo by Philibert Leow

Managing Client Expectations

Document your Client Communications

• Always send a written letter confirming strategy, advice on course of action, client decision on course of action, decisions regarding settlement decisions

• If you recommend a course of action, send a confirming letter

• Keep record of communications

Dealing with Difficult Clients

• Ending the client relationship

• Refusing to take a case

HANDOUTS

• SAMPLE WRITTEN FEE AGREEMENT• SAMPLE INTAKE QUESTIONNAIRE• OUTLINE FOR CORPORATE CLIENT PROGRESS

REPORTS• CASE EVALUATION REPORT• “POWER POSES” IDENTIFIED

how to deal with a client & networking part i: how to deal with a client part ii:...

Documents

o correspondence

client documents

client networking

important developments

class exercise client

client professor steve

professor mitch federer

grb entertainment slide