Dear Foreign Associate,
Iām sorry that we missed each other at INTA in Singapore. I hope you had an enjoyable conference, as I did. We met up with some foreign associates that I have known for almost as long as I have been going to INTA (since 1998) and regard as personal friends. Incidentally, knowing that our clientsā matters are properly taken care of helps me sleep better at night.
As we didnāt meet, allow me to set out for you some of what we may have discussed, had we met.
Not the dreaded āRā word
Reciprocity is not a bad word. It can be bad, but it can also be amazingly good.
Bad Reciprocity
Clients rely on us to seek out good representation in your jurisdiction. They do not want their business assets to become entangled in your interests and ours. Thatās the bad side of Reciprocity. What some might call a conflict of interest.
Good Reciprocity
The good side of Reciprocity is called a healthy relationship. Had you and I met at INTA, we may have spent time chatting over coffee or a meal; we may have discussed interests, hobbies, family and the like. We would have gotten to know each other both as a professional and as a person.
If I know you, Iām more likely to send you work
When choosing a foreign associate in your jurisdiction I like to be able to say to my client āI know this person, and I believe you to be in good hands.ā
Going the extra mile
Good reciprocity means that both sides trust each other to act properly on behalf of their clients. True, it will often lead to an exchange of work, but no one is keeping count; thatās not what happens in a relationship.
Gaining a Friend
Until we meet, I wish you an enjoyable and healthy summer or winter, one of which is almost certainly getting under way, depending on where you are in this ever-shrinking global village in which we ply our trade.
