A lawyer I coach asked me:

 How do you know how and when to make the "ask" — not in the one-off pitch context, but in the context of establishing a relationship where they see you as an expert resource and you’re poised to serve them?

My immediate answer is that most lawyers ask way too early or never ask at all. If you ask too early, you convey that you are interested in what is in the relationship for you. If you never ask, you run the risk of conveying you are not interested in helping.  I believe you are in a position to ask after you have built trust and rapport.

I never want to be perceived as selling. I also learned that I did not do as well when I was doing most of the talking or I was talking about me or what my firm could do. I did better when I was asking questions and then listening.

There is a time to jump in with a solution or a point but it is usually way later than lawyers think. As I have written before when you know the problem and the implications of the problem, then you can say: "We can help you with that."

On the last two Mondays I posted the first in a series of things you need to learn. The first was titled: 10 Client Development Planning Skills You Need to Learn.  The second was titled: 6 Client Development: Visibility and Credibility Skills You Need to Learn This coming Monday look for 7 Client Development Relationship Skills You Need to Learn. 

 Have a super weekend.