Marketing and Management Tips
LAW-FIRM DELEGATION
Larry Kohn
A key to effective delegation is to avoid surprising the client. Make sure clients know in advance what work will be delegated and who will do it. Introduce the delegatees to the client as early as possible in the relationship. Promote the concept of team lawyering before the client hires you. Make sure the right person is assigned to the appropriate tasks. Then, delegate each new matter immediately. Unexpected delegation can frighten a client and ruin a relationship.
RESPOND RATHER THAN REACT
Melissa Udell, Ph.D.
Disagreement and conflict are normal parts of communication. Often when a person says something that we do not like, we tend to react defensively. The immediate retort is rarely thoughtful and is likely an emotion-based reaction that has not cleared the rational filter of our brains. This reaction can lead us to say something we regret. So instead of reacting, respond. Responding allows for thought and reason to help us reply to a provocative remark in a more constructive way. We are more likely to respond when we put some space between what the other person says and what we say in return. Some space could mean taking a deep breath or walking away to formulate and jot down some thoughts. Whatever your style, it will make for more productive communication to respond rather than react.
BAD ADVICE
Larry Kohn
Not all advice is good.
For example, one client was going to go for the close and press his prospect for a "yes or no." But asking that question puts the client on the spot. And if the answer is "no," the door is closed, at least for the time being. I prefer to keep the door open. If the prospect won't close, it's the seller's job to continue communicating superior value until the prospect understands the message.
Another example is the advice to read up on sports, regardless of whether you have any interest in sports. Bad advice. First, you will be found out if you are not really a fan. Second, it also reinforces the stereotype of sales as manipulative.
Listen carefully to the advice you receive, and always exercise your own judgment.
Larry Kohn
A key to effective delegation is to avoid surprising the client. Make sure clients know in advance what work will be delegated and who will do it. Introduce the delegatees to the client as early as possible in the relationship. Promote the concept of team lawyering before the client hires you. Make sure the right person is assigned to the appropriate tasks. Then, delegate each new matter immediately. Unexpected delegation can frighten a client and ruin a relationship.
RESPOND RATHER THAN REACT
Melissa Udell, Ph.D.
Disagreement and conflict are normal parts of communication. Often when a person says something that we do not like, we tend to react defensively. The immediate retort is rarely thoughtful and is likely an emotion-based reaction that has not cleared the rational filter of our brains. This reaction can lead us to say something we regret. So instead of reacting, respond. Responding allows for thought and reason to help us reply to a provocative remark in a more constructive way. We are more likely to respond when we put some space between what the other person says and what we say in return. Some space could mean taking a deep breath or walking away to formulate and jot down some thoughts. Whatever your style, it will make for more productive communication to respond rather than react.
BAD ADVICE
Larry Kohn
Not all advice is good.
For example, one client was going to go for the close and press his prospect for a "yes or no." But asking that question puts the client on the spot. And if the answer is "no," the door is closed, at least for the time being. I prefer to keep the door open. If the prospect won't close, it's the seller's job to continue communicating superior value until the prospect understands the message.
Another example is the advice to read up on sports, regardless of whether you have any interest in sports. Bad advice. First, you will be found out if you are not really a fan. Second, it also reinforces the stereotype of sales as manipulative.
Listen carefully to the advice you receive, and always exercise your own judgment.
posted by Larry Kohn at 10:14 AM
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