Developing the Next Generation of Rainmakers
For many years I have said lawyers focus too much on what they do and not nearly enough on what their clients need. How can you learn what your clients need? Put simply, if you do some research and listen intently, they will tell you.
In law school, you were taught to
think like a
…
You have heard the expression:
All other things being equal, people (clients) want to do business with people (lawyers), they know, like and trust.
Likeability: What is it? What are the elements?
In his book “The Likeability Factor,” Tim Sanders includes a chapter on “The Four Elements of Likeability.” Those elements are:
• Friendliness
•…
What does it take to get hired by a business client? First, it depends on the type of work. For most work, it will depend on whether your potential client knows, likes and trusts you.
In group coaching sessions on getting hired, I share with the lawyers that I believe about 10% of legal work…