Understanding the Client’s Decision

I’ve always liked the saying “If the only tool you have is a hammer, you tend to see every problem as a nail.” I think lawyers often make this mistake when approaching business development opportunities. Facing with pitches or presentations to clients, they typically come at it from one direction — why the prospect should select them or their firm instead of another alternative. Their “tools” are credentials and experience. In reality, that approach may not be effective or even appropriate, depending on where the client is in the decision-making process. Without knowing the prospect’s situation, you will not be able to make a compelling case for getting hired.

July 19, 2017 0 0