The article by Nigel Reid of 2 June, ‘How to be a better solicitor’, draws on a commercially important skill.
Solicitors are in uniquely trusted positions with clients, but are often poor at reading between the lines of what they say and interpreting certain behaviours. This is a lost opportunity (and it is not psycho-therapy), as delving a bit further into what is under the skin of the presenting issues can foster longer-term client relationships that often result in greater recommendations.
As we see it, these skills are more akin to a coaching approach with clients. They make a real difference to relationships and often help in solving knotty issues that get in the way of success.
Firms should invest equally in behavioural and professional development, as it makes the solicitor’s role as ‘trusted adviser’ all the more real.
Dr Philip Lloyd-Williams, Lloyd-Williams & Associates, Birmingham
