Client Development The Trusted Advisor Authors Shared 23 Tips

Developing the Next Generation of Rainmakers Client Development: The Trusted Advisor Authors Shared 23 Tips Years ago I read The  Trusted Advisor by David Maister, Charles H. Green and Robert F. Galford. It was one of the first books I had read that I felt really applied to lawyers. I was so impressed that we formed a group of lawyers at my old firm who read the book together and met monthly to share ideas.  We actually captured our main takeaways in two PowerPoint presentations and shared those with other lawyers in the firm. Let me share one example I found helpful: In The  Trusted Advisor the authors made a point that technical skills are not enough. You have to see the world from your clients point of view. They quote Stephanie Wethered, an Episcopal priest who describes our ability to emphatically listen as being in direct relation to how closely we can feel what the other person feels. The authors then list 23 things that good listeners do. According to Maister, Green and Galford, they: These are great tips and just one reason The Trusted Advisor is well worth reading, and sharing ideas. I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.