Securing a Client Sometimes Takes More Than Having the Right Answer


Reason leads to conclusions; emotion leads to action. Kevin Roberts, CEO of the advertising agency Saatchi & Saatchi in a speech: In Your Eyes.

There are more interesting things in that speech, but let’s focus on that quote. Here is how it applies to practicing law and securing clients. Unless you are ” the best in the world” and your potential client has a “bet the company” case or deal, you have to connect with clients on both levels.

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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