Do you listen attentively to your clients and prospective clients?  If you’re not sure, read on for a listening assessment.

Listening to a client’s needs, and adapting client service (or a client service proposal) to meet those needs, is a key element of rainmaking success.  So, why don’t many lawyers  listen attentively to their clients?  Instead, many attorneys spend precious face time with current and prospective clients talking blindly about their law firm, their practice, and even (yawn) arcane points of law.

Imagine what would happen if the lawyer deeply listened to his/her client(s) and the needs being articulated.  Not only would the client feel valued, but also, the lawyer would be able to tailor his/her advice or pitch to respond specifically to the client’s needs–and that can lead to new business.

For international attorneys, attentive listening is especially crucial so that cultural nuances don’t get missed.

Ready to evaluate your listening skills?  Hill & Knowlton’s Client Service Insights blog just posted a Self Inventory of Listening Habits (as developed by Martin-Simonds Associates Management Consultants).  Take it and find out how attentive you are.

 Happy listening.