Sometimes lawyers fall short their efforts to bring in business, despite their technical skills. While it may be counterintuitive, approaching potential clients with vulnerability can be far more successful than adopting a battleground mentality.
It can be tempting for lawyers to see themselves as hired advocates who speak and do battle on another’s behalf. This view feeds the ego, as it implies strength, persistence, conquest and invulnerability. That last adjective brings me to the topic for this column: not invulnerability but vulnerability.
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