Wendy Weinberger will be one of the panelists on “Onward and Upward: Demonstrating Success as a General Counsel and Beyond,” which will be on Tuesday evening, Sept. 30.
As SVP of Operations & General Counsel of i4C Innovations Inc., the creator of VOYCETM, Wendy provides legal advice on a broad range of topics including corporate governance, product clearance, intellectual property, advertising and marketing, unfair and deceptive trade practices and employment matters. She also oversees and manages product management and operations, trade show and event strategy and execution, human resources, customer service and sales operations.
She agreed to answer a few questions related to professional success. Her responses offer a glimpse into the types of discussions we will have during the event.
What common traits do you see in the most successful lawyers and business people?
Being direct. Whether the message is positive or negative, provide the facts and conclusions directly. Executives rely on their advisors to provide thoroughly thought through recommendations and to provide advice succinctly. In the fast pace business world where decisions are constantly required there simply isn’t enough time to be indirect or passive-aggressive. In addition, passive-aggressive behavior breeds mistrust and can quickly undermine a strong leadership team.
Understand that perception is reality. Presentation isn’t superfluous. It matters. Consider everything from how you present yourself physically to how you present your work product. Typos are not acceptable. Memos should be on letterhead and look professional and final. Even when presenting work product to a superior in draft form, make sure it’s as close to final as possible.
Know your audience. Consider to whom you are presenting – whether in writing or verbally and tailor your information to that audience. If you are presenting legal concerns to a boardroom of business folks, make sure you include applicable examples that they can relate to from their business. As an attorney, always be prepared to discuss what the “real risks” are and have examples to support that analysis.
What should lawyers do to improve their business development and networking skills?
Most importantly, be authentic. Attend networking events where you will have the opportunity to meet people you would be genuinely interested in meeting, and attend events that draw members of the business community.
Let your actions and accomplishments speak for themselves. Don’t oversell yourself and follow through on what you say you are going to do. If you make an offer to set up a meeting, promptly do it. “Glad-handing” is transparent and can give the perception that you are not trustworthy.
What roles can outside counsel play in helping an in-house lawyer set herself up for future success?
Be responsive. As an attorney, you are in a service industry. Respond to calls and emails quickly, even if it is simply to acknowledge receipt while you assess what work needs to be done.
Meet deadlines. If you are not going to meet a deadline, be transparent and let your client know as soon as you know so they can manage their internal client’s expectations. Think like a business person and anticipate business questions and needs and address them. Avoid writing lengthy legal memos (unless specifically requested) because they are often not helpful. Write memos that address the issue and support the answer, but be concise and pithy, while also demonstrating that you know the legal subject matter.
Just as in-house counsel selects outside counsel, outside counsel should be selective about who they chose to work with in-house. Try to like the people you work with and respect them because it makes for a stronger, long-term, loyal business relationship.