Client Development Are You Making This Major Mistake

Developing the Next Generation of Rainmakers Client Development: Are you making this major mistake? Over my career as I watched lawyers interact with clients and potential clients, I noticed that some lawyers failed to recognize what made each client and each client matter unique and different. I noticed those lawyers failed to actively listened and tended to want to talk too much. What else did I notice about those lawyers? Picture the lawyer meeting with a client who says: Let me interrupt you, Mr. Jones, and tell you what I think you should do. Your problem reminds me of the case I had for the XYZ Company and I was able to win that one by … How many times have you seen lawyers set the structure for their conversation with their client and not listen to his story and how it impacts his business? In Trusted Advisor the authors mention that Ariel Group, a communications training firm, teaches the idea of “reflective listening,” followed by “supportive listening” followed by “listening for possibility.” Examples are given for each: Reflective: “What I hear you saying . . . “ Supportive: “Gee that must be tough . . . “ Possibility: “So, what have you considered to be solutions . . . ? Do you have a meeting scheduled with a client or potential client? What can you do to listen more effectively?   I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.