Deconstructing “The Client”


Law firm lawyers often think and talk about clients in broad, generalized terms, as if their interests, needs and personalities were indistinguishable. The frequent effect is to undermine the relationships firms spend so much energy to cultivate.

In scores of Edge legal project management workshops, I have been struck by how imprecisely and stereotypically law firm lawyers describe their customers. To hear them tell it, there's a single monolith out there called, "the client."  They ask sweeping questions like, "What is the client demanding these days?" and answer them with equally sweeping over-generalizations: "Clients are clamping down on outside legal spend." or "Clients are demanding greater predictability."

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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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