Getting to Client Alignment With the Sharp ARO

I defined the blunt ARO as a provisionally Anticipated Range of Outcomes, to be revisited at the end of the planning stage, just before execution. In contrast, I call the final, informed iteration the sharp ARO. This is the time to revisit the client’s goals and parameters. If they all still appear to be realistic, then all is well. But if not, there has to be another conversation and some realignment before execution can commence. This is the last chance the lawyer will have to manage expectations, so let’s make use of it.

One element of this work involves introspection. Some law firms want to do everything for clients, and institutionalize them. I get that, but we can’t be all things to all people. A better ambition is to specialize in the areas which the firm can do and do well, and let go of other work. This means a victory for realism over ambition, and it’s a victory worth winning, because it creates long-term trust with clients.