But has the cancer come back?

How to manage a con – a lesson from the medical profession.

Giving the take-away at the beginning of a con demonstrates you are on top of the detail and able to take a strategic view.

1. What junior barristers can learn from the medical profession

A few years ago I chaperoned a friend to her first check-up after surgery for her rare form of bone cancer.

After listening to the oncologist talk through the scans, the technical aspects of the operation, the history of the disease and the latest research, my friend interrupted her mid-sentence and said “ok, but has the cancer come back?”

If it was good news, she could get on with her life for another six months. If not, she wanted to know what would happen next. Right now.

Your clients feel the same way when they come to you for an answer in a con.

2. Your clients are not interested in your analysis

Like the oncologist, some junior barristers spend too much time at the beginning of a con explaining how they got to the answer.  This is from the misguided belief that they are required to prove they are smart enough to justify the fees.

Every con starts with pleasantries, naturally.  Indeed, an important aspect of your job is to put your client at ease. But once the civilities have been dispensed, you need to cut to the chase, give an answer and propose next steps.

3. Give a solution not more problems

Leading clients through a labyrinth of analysis in order to explain why none of the options will work is a frustrating waste of your client’s time. You may have to say that there isn’t a case to answer but it’s far better to say this at the start.

If there are a number of options available to your client, provide a brief summary, state your preferred option and invite your client to share an opinion. By doing this, you will get clarity on the most pressing concern for them in that moment.

An easy way to demonstrate respect

When you get to the point quickly, you communicate to your client that you respect her time, and her intelligence. Why? Because she’s analysed all the options from her own perspective already.

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By Heidi Smith
Creator of Jurilogical.com