In today’s Rainmaking Recommendation from expert and trainer, Jaimie Field, she’s discussing one of my favorite things – working with your clients to find out what they really want.

***

With all due respect to the Spice Girls (don’t tell anyone, but I know all of the lyrics to their most famous songs), the title of this post is actually referring to the fact that in order to become a Rainmaker, you need to know what your clients want.

And there is only one way to do this – ask them.
At the very beginning of the relationship, you need to sit down with your clients and determine what it is that would constitute success and develop your legal strategy to match it (within reason and ethically).

Now, before you go yelling at me that clients don’t know what they want, or that what they want is unrealistic, you must understand that in most cases, clients are getting their information from the internet prior to meeting with you.

Much like “Dr. Google,” where you put your symptoms into a search engine and try to diagnose your own illness, rash, contusion, etc. (and don’t tell me you don’t do this, because I will not believe you), every person who may have a case will search online and become an internet lawyer.  It, therefore, becomes your job to manage their expectations.

Remember, contrary to what they have read, not every personal injury case will be a 7-figure settlement, not every business contract will be resolved in their favor, and not every matrimonial case will wind up the way they want.  It is up to you, based on your experience and the facts of the case, to, as the clichéd phrase goes, “under-promise and over-deliver.”

Once you have figured out what they want, and you have managed their expectations, the only thing left to do is give it your all.

Print:
Email this postTweet this postLike this postShare this post on LinkedIn
Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the goals of a global professional services network. She manages all major aspects of the Network, including recruitment, member retention, and providing exceptional client service to an international membership base.

In her role as Executive Director, Griffiths manages a mix of international programs, engages a diverse global community, and develops an international membership base. She leads the development and successful implementation of major organizational initiatives, manages interpersonal relationships, and possesses executive presence with audiences of internal and external stakeholders. Griffiths excels at project management, organization, and planning, writes and speaks with influence and authority, and works independently while demonstrating flexibility in thinking, especially in challenging situations. She also adapts to diverse and dynamic environments with constant assessment and recalibration.

JD Supra Readers Choice Top Author 2019

In 2021, the ILN was honored as Global Law Firm Network of the Year by The Lawyer European Awards, and in 2016 and 2017, they were shortlisted as Global Law Firm Network of the Year. Since 2011, the Network has been listed as a Chambers & Partners Leading Law Firm Network, recently increasing this ranking to be included in the top two percent of law firm networks globally, as well as adding two regional rankings. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry and was included in Clio’s list of “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful, and useful.” Ms. Griffiths was recently chosen as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.