There’s a difference between “It’s generally a good idea” and “It’s to our advantage.”
You’d be surprised how often lawyers confuse the two.
Example one:
I generally oppose asking courts to grant exceptions to page limitations. If the court wants 15 pages, make it fit in 15 pages. If the lawyers representing us want more than 15 pages, then take a good, hard look at the brief and see what can be cut without hurting our position. Generally, we can respect page limits.
Surprisingly often, our outside counsel say, “We’d like to ask for an exception to the page limits. Both we and the other side would get 25 pages instead of the usual 15.”
The client asks the obvious question: “How does that help us?”
“Both we and the other side could then present our arguments at greater length.”
“But how does that help us?”
“We’d have a chance to present our arguments more clearly.”
“But so would the other side. How does that help us?”
You can almost feel counsel scratching their heads. What would a decent answer to that question be?
The real answer usually suggests that we should not ask for more pages.
“In every brief we’ve filed to date, the other side has been wordy, and we’ve been concise. The other side is always banging up against page limits, and we’re not. So I guess having a 15-page limit actually restricts the other side more than it restricts us. We should not ask for more pages.”
Right.
Example two:
“We have to decide whether to conduct the hearing in-person or virtually. We like an in-person hearing.”
“How does that help us?”
“If you do an in-person hearing, you get more of a sense of the environment and the judge’s reactions.”
“But how does that help us?”
“It’s more intimate and more meaningful.”
“But how does that help us?”
Are you starting to sense my frustration?
Example three:
“The question is whether we should insist on closing arguments at the end of the arbitration. We’re going to advocate having closing arguments.”
“How does that help us?”
“It gives the arbiters a chance to ask questions based on the evidence they’ve heard.”
“That helps both sides equally. How does having closing arguments help us?”
“It gives us a chance to summarize the evidence.”
“How does that help us? I assume that we write better briefs than the other side. We should thus be ahead on the briefs. Why do we want to have closing arguments, where we could lose our advantage?”
“The lawyer on the other side is actually a corporate lawyer. This will be the first closing argument he’s ever done in his life. In contrast, our lawyer is a world-renowned litigator, well known for his skill on his feet. We’ll crush them in closing arguments.”
Aha! That’s how it helps us. By all means, request closing arguments.
What’s good for the world is not necessarily what’s good for your client.
As to every decision, ask not what’s theoretically correct. Ask: “How does that help us?”
Mark Herrmann spent 17 years as a partner at a leading international law firm and is now deputy general counsel at a large international company. He is the author of The Curmudgeon’s Guide to Practicing Law and Drug and Device Product Liability Litigation Strategy (affiliate links). You can reach him by email at inhouse@abovethelaw.com.