The Key to Identifying Pain Points
John Yates (Morris, Manning & Martin, LLP) reflects on his experience in the law profession, sharing the realization that early in his career, he found a more successful strategy in facilitating face-to-face interactions and asking thoughtful questions to identify client pain points, rather than boasting about his law firm's credentials and intelligence. This approach fosters deeper understanding and better solutions for clients' problems. John emphasizes the importance of active listening and asking smart questions, particularly in an informal setting like breakfast or lunch, hinting that this strategy is a common practice within his firm.
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