Lessons Learned?Immutable Attributes of Good Lawyering

• Author: Adam Newhouse
• Pages: 39-39

39

PART TWO

Lessons Learned—Immutable

Attributes of Good Lawyering

Busy Lawyer Overview of Part Two

Following the Great Recession, we took much flak for our alleged greed.

Some commentators even concluded that money was at the root of our

post-recession crisis. Although money may have played an indirect role

in our fall from grace, it was more than that. After all, no one expects

us to be selfless angels. No one envies our working around the clock,

spending sleepless nights in the service of the client.

Rather than accepting a dubious conclusion that a resolve to “earn

less” will mend our broken bridges with the business community, we

should focus on showing clients that nothing matters to us more than

their business. Getting off this “earn-less” red-herring trail, we should

concentrate on changing our current image of necessary evil to one of

premium business-value enhancers.

There is a vast array of things we can do to transform our current

story and regain clients’ confidence and loyalty. We can create a cul-

ture of trust and responsibility within law firms, becoming intimately

knowledgeable about clients’ operations in order to apply legal strate-

gies in the most optimal way; we can think like co-owners of clients’

businesses; we can get to know clients’ operations and industries better

while downplaying our legal accomplishments and capabilities and per-

sonalizing our services to them.

After taking these preliminary steps, we will be able to single-

mindedly devote our energies to questions most relevant to clients: Are

we adding value to their operations? Are we giving them a peace of

mind for the future? Are we creative in analyzing their problems? Are

we competent enough to talk business with them?

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