I’ve known lawyers who sometimes make assumptions before reading an entire document or hearing their client’s entire story. In The Trusted Advisor, authors  David H. Maister, Charles H Green and Robert M. Galford  end their discussion of the art of listening with a story.

In a criminal trial, the defense lawyer is cross examining

I am coaching lawyers today and tomorrow. At lunch today, we will be talking about attracting clients without coming across as a salesman. How can you build that trust based relationship?

As a lawyer, you likely are striving to become your clients’ “trusted advisor.”


How do you know when you have become a trusted advisor?