Reciprocity: time to challenge the orthodoxy?
21-01-2021
17-05-2018
For many law firms, reciprocal arrangements with firms in other jurisdictions are a vital element of their IP business.
And on its face, it makes a lot of sense: all firms need agents in other jurisdictions to refer work to; why not develop a mutually beneficial relationship with a preferred supplier to ensure you get something in return for your referrals?
A recent blog from IP Centrum CEO Simon de Banke challenges this orthodoxy, arguing that “reciprocity breaks things”, and that the practice is likely to result in lower quality work and higher costs for clients in the aggregate. Specifically, he argues that there is an inevitable conflict between reciprocal arrangements and ensuring your clients get the highest quality representation, not least because if you were looking for the best partner, and your referral firm were too, then if you both fit the bill, you wouldn’t need a reciprocity arrangement!