According to the Wall Street Journal’s recent article titled Lawyers Lack Skills to Draw, Keep Clients, lawyers are increasingly turning to individual business development coaching, rather than relying on traditional law firm marketing techniques.
When clients hire you, are they purchasing your expertise? Not so, according to Harry Beckwith in Selling the Invisible because “your expertise is assumed…” Rather, he points out, professionals are selling a relationship, “and that’s precisely the area [in which professionals] need the most work”.
If you are an international lawyer working at a reputible firm, most clients will [...]
When a Massachusetts neurosurgeon was found liable for discriminatory comments about teh gender and ethnic origin of a female surgeon, The Massachusetts Medical Law Report interviewed me about Tips for Avoiding Communication Problems. Although the surgeon’s conduct was clearly offensive, it’s possible that he did not realize just how inappropriate his comments sounded.
As IÂ mentioned in the article, the first [...]
Before you fly abroad on business–whether to negotiate a deal or interview for a new job–polish your cross-cultural communication skills. For a quick cultural cross-check, look at the new edition Frank Acuff’s How to Negotiate Anything with Anyone Anywhere around the World. Apart from negotiating tips, the book gives a helpful, practical overview by country of [...]
In today’s turbulent market, law firms are laying off lawyers at an unprecedented rate. As a lawyer coach, I see a large increase in stress—not only among laid-off lawyers, but also in lawyers with secure jobs who see an uncertain future.
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Some lawyers are considering leaving the law altogether but find such a process daunting. They [...]
