TIP: External counsel retention agreements should use your external counsel guidelines to
govern engagements. They can be drafted into the regional agreements in the form of a letter to
outside counsel and may contain the terms addressing.
•;billing cycles and formats;
•;approval for change lawyers;
•;limits on cost and travel expenses; and
•;discount from standard hourly rates (e.g., for early payment).
6 E. CASE EXAMPLE
Tailoring value-added services to clients’ specific needs
Paul Hastings Europe, Bruno Cova, Co-chair Milan office
Timeframe: Ongoing (past 24 months)
In-house legal teams are extremely busy. They have limited time to approach their external legal
providers about value-added services, and thus, often don’t receive real benefit from services on offer.
Through its global key client program in Europe and elsewhere, Paul Hastings lawyers proactively
meet with clients to determine how to tailor value-added services in practical ways to meet their
specific needs and priorities.
Goals and measures
The goal is to meet the client to build a menu of customized services designed for their specific
needs. In addition to the classic value-added services such as secondments, we may offer:
•;Brainstorming sessions on hot topics of client interest.
•;Training (often involving partners from other jurisdictions, on topics such as listing in Hong
Kong or New York stock exchanges).
•;Telephone hotline advice from the firm on selected topics.
•;Job placements and client-satisfaction meetings to determine service enhancements.
•;We measure our success through client feedback, quality of ongoing work, and market