“This book tells you all you need to know about how to get on.” The Times

“Relatively few books have been written with assistant solicitors in mind, about how to succeed at the business of being a lawyer… fewer still have devised a programme for so doing that runs alongside a book. This book does both.”Law Society (The Law Management Section)

5 star rating HR Magazine

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Listening can be more important than having a solution

listeningAs lawyers, it’s absolutely essential that we meet our clients’ needs and desires. This should be obvious, but all too often lawyers forget to think about what the client really wants. Here’s a classic example: the general counsel of a large organization told me yesterday over lunch about a meeting she’d had the day before with her (previously!) favored law firm for a certain project. Apparently they began their pitch by telling her how the project would be run and who would run it, without displaying the smallest understanding of the in-house team, or, more importantly, the in-house politics that would have to be dealt with during the course of the deal. Their proposal was disappointing because they had failed to take this information into account.

Posted in:
Advice and tips, Client relationships

Tags:
client pitches, meeting client needs

Posted on 18/11/2009