Client Development Tip: Put Yourself in Your Client’s or Potential Client’s Shoes


In coaching sessions, I am frequently asked what I think they should do in a particular situation. In almost every case, I have an answer, but I think it is more powerful for the lawyer to figure it out with my help.

I like to say teaching client development is about giving the right answers, while coaching client development is about asking the right questions. So, my first response is:

What do you think you should do?

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