Lawyers are human after all! Of course, to assume that lawyers are not human - based on the actions of a few - is a generalisation (see Understanding Communication part two). Let’s face it, all professions have their representative aliens that make us feel like a potential dish of the day for a carnivorous invading army. I digress. My experience with the lawyers of the International Practice Group is that they are all very human and a great bunch of people. What came across particularly clearly is that they have a very practical outlook on how they support their clients. They also recognise that they are all sales people, although like many people in professional services a number of them are probably uncomfortable with this thought! The feedback to my presentation was very positive and I believe I made them think – mission accomplished.

I also managed to get them all up out of their seats developing their circle of excellence. This ritual may look very funny to the onlooker but is a powerful technique in helping you reach a very resourceful frame of mind. Master it and you’ll have the confidence to tackle anything. Lawyers always seem to me to be a very confident bunch of people (a generalisation), except when it comes to discussing fees (yet more generalising!) with their clients. I asked them how confident they were in discussing fees and you could see most of them squirming just at the thought. Did they feel confident about talking to their client on this subject – No! Now here’s the learning point. If they are not confident about asking, why would the client be confident in paying?

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