In-House Counsel

It’s Not Who You Know, It’s Who Knows You: The Biggest Lesson I Learned In 2024

Build your reputation, nurture relationships, and aim to leave every place you go better than you found it.

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There’s a saying I first heard from Robert Hanna, a legal recruiter and LinkedIn influencer, that has stuck with me: “It’s not who you know, it’s who knows you.” And, let me tell you, he’s absolutely right. As an in-house lawyer, relationships are everything — but it’s not just about collecting connections. It’s about building your brand and reputation, both online and offline, so when opportunities arise, people think of you first. It’s about staying top of mind, becoming that trusted person to whom others will reach out because they know you bring value, integrity, and solutions to the table.

I’ve learned over time that this reputation isn’t something you can just create overnight — it’s built in the small, consistent actions you take in your daily interactions. This means showing up, delivering on promises, and being intentional about how you handle challenges, whether they come from colleagues, clients, or even the competition.

The legal profession is a surprisingly small world, so burning bridges is never a good strategy. Trust me on this: no matter how tempting it may be to walk away from a role or a relationship in frustration, how you transition out of a situation often speaks louder than how you entered it. Taking the time to leave gracefully, no matter the circumstances, leaves a lasting impression. It’s not easy, but the legal community has a long memory, and how you manage those tricky exits will be remembered.

One of the biggest challenges I’ve faced is learning to say no — and doing so with grace. As in-house counsel, we often wear many hats, and the ability to set boundaries is critical to maintaining focus and sanity, but “no” doesn’t have to be a door slam. I’ve come to appreciate that saying “no” professionally, respectfully, and with gratitude often leaves more doors open than it closes. Don’t get me wrong. I have not always done this as well as I should have. I have made mistakes. I have fumbled through awkward transitions. I have been less diplomatic than I should’ve been. I am learning and I am improving — and that’s the real lesson here. I am not perfect, but I do know that I am capable of getting better.

Along the way, I’ve also learned the importance of owning my own mistakes. We are all going to slip up from time to time — what matters is how we respond to those slip ups. Don’t try to bury the mistakes you make. Acknowledge them and use them as a chance to grow and develop. The truth is, you can turn something you’re less than proud of into something you can be proud of. It’s not about the mistake you make, it’s about how you handle what happens afterward. People are far less likely to remember the mistake and far more likely to remember your integrity in addressing it. Handling a mistake with transparency and accountability can actually strengthen your reputation and turn a negative into a positive.

The key to long-term success in the legal profession isn’t just knowing the law or being great at what you do — it’s also about being remembered for how you handle yourself. Build your reputation, nurture relationships, and aim to leave every place you go better than you found it. Whether you are engaging online or in-person, you want to make sure that these actions accurately reflect who you are personally and who you are professionally.

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As I head into 2025, that’s the biggest takeaway for me: that reputation matters. It’s not just who you know — it’s who knows you. How do you want to be known?

Lisa_Lang_2Lisa Lang is an in-house lawyer and thought leader who is passionate about all things in-house.  She has recently launched a website and blog Why This, Not That™ (www.lawyerlisalang.com ) to serve as a resource for in-house lawyers.  You can e-mail her at [email protected] , connect with her on LinkedIn  (https://www.linkedin.com/in/lawyerlisalang/) or follow her on Twitter (@lang_lawyer).

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