Tuesday, April 19, 2011
You can't always give what they want. Not without asking questions, anyway.
Allison Shields' "Do You Know What Your Clients Really Want?" at her Legal Ease Blog. No, it's not the start of a bad lawyer joke. Giving your clients what they want and what they need -- even when the two are in conflict -- is part of the adding value equation. But much of the time you won't know what they really without doing a little digging. Without asking a few questions. Without challenging their answers a little bit. Without understanding their short-, medium-, and long-term objectives. Without articulating what you can realistically provide, and comparing it to the results they hope to achieve. But don't take my word for it. Read the post and draw your own conclusions.