Historically, firms may have had the luxury of just coasting or being reactive to market changes - but no longer. Firms now face a flat market where buyers are in the driver’s seat. Getting ahead today requires law firms to shift gears.
Corporate counsel are shifting big-time spending back in-house—resulting in $4 billion moving in-house*. This also marks the 8th year of legal spending moving in-house out of the last 10, the second largest move in-house in 16 years.
A business case exists for lawyers to increase their emotional intelligence and its empathy facet. Thirty years ago a legal commentator stated “Once a lawyer recognizes that there are emotional components to a particular client’s problems, [the lawyer] can more fully understand the needs of the client and provide services accordingly.” In the context of empathy skills and “effective lawyering”, that is so because “The client’s feelings are important because virtually every legal case has significant emotional components for the client. These emotional components are tied to the fact situation, to the client’s relationship with the lawyer and the client’s encounter with the legal system. The lawyer who is able to listen with empathy to the client’s problems can strengthen the case, increase the client’s satisfaction and improve the business aspects of the lawyer’s practice.”
It is hard to feel sympathy for extremely successful people. The problems of the powerful pale in comparison to the problems of the powerless. But the thing about power is that those who lack it have a difficult time understanding its limitations.
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