So often in life people get things exactly backward. Many lawyers, even great lawyers, see themselves first as accomplished advocates and gifted orators, and therefore in client meetings these lawyers will speak “at” their clients, dispensing their “expertise” and dominating the conversation. On and on and on. This is a mistake. These lawyers presume wrongly that the client has scheduled a meeting to hear the lawyer’s latest thoughts on case strategy, or that the client wants an extended briefing on the status of discovery or the latest trial motion.
This is almost completely wrong.
What Clients Want
Clients want to be heard. They want to be understood. They want their attorney to listen. And not just listen, but listen deeply.
I get it. The client has entrusted the attorney with a huge responsibility. The client has handed over her case to a professional to manage and maneuver it through the dense thicket of the legal system, and to handle the case well enough to achieve a successful outcome.
But it’s more than that: the client has handed over her story to the attorney. There is so much more involved in a lawsuit than merely grinding through discovery, dispositive motions, mediation, and trial. The lawyer is responsible for building the story of the client’s case. And every case is a compelling story. It’s the lawyer’s job to hear it.