I finished an illuminating book, "Power Listening: Mastering the Most Critical Business Skill of All" from Bernard T. Ferrari. I generally stay away from books with "power" in the title but was glad I didn't. Ferrari packs a lot of advice into 181 pages, and his section on deciding when to interrupt a client especially struck me.
As a new lawyer, I often tried to rush an answer to a client, desperate perhaps to demonstrate my usefulness. This took several forms, including trying to superimpose a previous client's experience with the current client's dilemma. I was wrong to do so.
Ferrari offers some general advice, namely there are still people who think and speak in paragraphs in a text-obsessed culture. His advice: Make sure the client is really finished with her thought. And, if you think that the client is holding back for some reason, use the power of a simple question: "Can you tell me more about that?" He tells us that patience often has a big payoff: "You never know when the next thing they say will be the key to unlocking a problem."
In deciding whether to interrupt, he asks himself some questions:
- Do I need any clarifications?
- Do I want to hear more about this issue, or one that came before?
- Do I need to parse an issue to focus on a certain aspect of the issue we are discussing?
- Is there a counterargument that would be useful to raise now, not later?
- Do I want to take the conversation in another direction?
If the answers are "no," let the client keep talking.
And, he writes that the 80-20 rule works in talking with a client: You talk (usually with questions) 20 percent of the time, and the client talks 80 percent of the time.
He compares our role to the rudder of a ship, steering but never directing. How a client says something, the order in which he says it and the words he uses all matter, and they matter a lot.
Two personal tips. First, clients will often ask lawyers questions in an interview. After answering, ask "Did I answer your question?" But be prepared for an ego bruise if the client says, "No." Second, at the end, ask if she has something on her mind she would like to let you know about, or tell ask her, "Is there a question you think I should have asked that I did not?"
It's a privilege to work with clients to understand their issues and develop a game plan to deal with them (one they often know but lawyers help bring to the surface). So, keep a light hand on the rudder and listen away.