WHAT LAWYER IS A TRUSTED ADVISOR?

Every client has a level of priority that she gives to the lawyers she does business with. Some lawyers chase after the client fruitlessly, some get called when there is trouble in the offing, others are permanent bosom bodies. This last group are the ones the client calls when she wants to make certain decisions or respond to important business requests.

This division is not the only one that exists, it is just for descriptive purposes kind of like a Facebook friend, an acquaintance, a colleague and a 'ride or die' friend.

Needless to say ( but we are still going to say it) where your law firm is going is the 'ride or die' legal services professional i.e. A Trusted Advisor.
Attaining this position is about deciding what kind of relationship you want to have with valuable clients or what kind of law firm you want to be. Would you like to have C.E.Os of Global Corporations calling you or sports legends on your law firm's books? Then you have a slow, long and hard route ahead.

There are 1.2.3 steps that you must take but those steps will be the letter of the law. You must provide the Spirit your self, the needed energy, inner drive to push these steps to their success in the face of the certain obstacles and excuses you will definitely meet on this road.
This position is about exercising influence way beyond your official position as there may even be other advisors the client can reach out to but she chooses you as part of her core decision making team on professional or personal matters.

Think about all the above and compare it with the 'gofer' advisor, how can the 'gofer' move on up?

1. Become a deep generalist: Hve your core legal knowledge fit and ready to do battle then become knowledgeable about unrelated and other industries so you can advise according to reality.

2.Selfless Independence: You need to become independently wealthy so you can be professional, not push an agenda with your client and hold your ground when the client threatens you.

3.Personal Trust: Your client needs to be utterly convinced that she can absolutely trust you and you will not hide behind legal legerdemain or seek to run when you drop the ball.

You know all the stories you hear about law firms doing wonders for their clients, the ones you and the boys use in your speeches, to encourage the younger lawyers?
This is one of the ways those stories came into being.

If you'd like a play by play about becoming a trusted advisor check out CLIENTS FOR LIFE by Jagdish Seth and Andrew Sobel.