Speak for Success: Top Techniques for Lawyers and Leaders

Article By Laurie Schloff, President, Partners in Communication, Inc.

 “At Alpine Engineering & Design, clear communication is essential whether we are explaining engineering findings to counsel, conducting a design review, or testifying in court. We’re pleased to share this guest article from our colleague and executive communication coach, Laurie Schloff.”

Communication excellence, the ability to speak clearly and convey ideas with impact, is highly associated with success for lawyers and their firms.

Yet, attorneys face a major challenge: how to simplify complex and legal information so that clients “get it”, buy in, and follow through for best results.

Let’s look at four truths about influencing clients and other listeners for impact.

1. Knowing your topic does not equal speaking clearly about your topic.
2. Your listeners likely don’t care about your topic as much as you do – sorry!
3. Anytime you speak, whether one on one or to a group, in person or virtually, in a formal or informal setting, you are a “presenter.”
4. Preparation, not Desperation: Strategize and plan, no matter how knowledgeable you are.

Next, here are key strategies for thinking and speaking “mind over mouth.” 

As experts in your field, your knowledge, breadth and depth, and the details are valued. Keep in mind that most clients don’t care to hear it all… especially “legalese” particulars.

Approach your meeting with a listener-centered mental mindset, what I call communication empathy.

Let’s consider questions to develop your communication empathy:

1. What are the top three points these listeners care about?
2. What do I care about that they don’t?

An attorney I worked with went into passionate detail regarding thirty-six items required to file a patent for a biotech innovation. The client responded, “I thought I hired you to handle the particulars. Just give me the high level.”

3. What can I omit to focus and streamline when consulting with a client?

When consulting with engineers who train others, we often ask them to cut the original outline and slides in half!

If you’re worried about leaving out something important, keep in mind that you can always make a list of required items, or follow up after the meeting when necessary.

Communicate in advance—hold a brief pre-meeting to ask clients what’s on their mind, and then concisely share your agenda.

Many clients have busy schedules. One said about his attorney, “Talk about what I want to hear. Just ask me and I’ll tell you what’s on my mind.” Getting to the point is especially important in a high-stakes presentation, negotiation, or when you’re competing to win business.

4. Consider listeners’ level of knowledge about the topic.
If you’re over their heads, the deal may be over as well.

Jess, an AI entrepreneur I prepped, lamented “I messed up an investor presentation. I thought they were engineers, but it turned out they were business analysts and laser-focused on the bottom line. Wish I knew that in advance.”

We all know what she should have done: her research before the meeting.

Preparation not desperation, Jess!

5. Stop and include your listeners.

Make sure you’re meeting their needs during the meeting. No one hits the bullseye 100%, especially in the legal world. Make your key point in 60 seconds or less, then volley to your listener(s).

Become comfortable with questions like:

Anything you’d like to add or ask?

Are we on target?

Questions, comments?

Excellent legal communicators convey their message concisely, with fluency and focus.

Show me a great presenter in your field, and I bet you they have prepared, practiced, and probably worked with a coach. One-half of one percent of the population are gifted verbally. The rest of us benefit from learning and mastering technique. Here’s how:

1. Headline for impact:
Work to convey your key points in 15-25 words, what I call a verbal headline.
(That’s a generous number of words. A newsletter, podcast, or slide headline is usually less than 12 words)

Bring key points to the foreground.

Here’s a strong, succinct headline a healthcare VP shared recently:

“We’re innovating to improve complex care for clients with multiple diseases.”

Note that the wording is well chosen to streamline and tighten the thought.

2. Learn the HEC Model
The HEC model is popular with attorneys and leaders who present an idea, or who are on the spot at meetings.

HEC stands for Headline-Example-Comment

Headline followed by an Example, and then an ending with a Comment (opinion, perspective, or action).

Practice HEC with this question:

What do you find most rewarding about your work?

Here’s a sample reply from a senior mechanical engineer:

Headline: I value the relationships I build with clients and companies.

Example: For example, my team was asked to conduct a patent search for a treadmill innovation.

Comment: The client was happy with our efficiency, has launched product development and referred us a major prospect last month.

Listeners are uncomfortable when they don’t know a term, abbreviation, or concept you are sharing. It’s crucial to scan your words and be sure to explain and simplify what isn’t familiar or clear. This sequence will help:

State the term, define the term briefly, and offer an example.

Try it out with a word or idea that listeners outside your field find challenging.

Let’s give it a try with the words “fast pacing.”

Term: Watch out for fast pacing with non-technical listeners.

Definition: Fast pacing means you are including too much material in the time you have.

Example: For example, a speaker who is too fast paced will lose their listener at point one while they are on to point five.

Keep these ideas and techniques in mind for your next client meeting.

Once you internalize these strategies, you’ll be speaking for success!

Laurie Schloff is President of Partners in Communication, Inc. (OPEN IN NEW TAB) and an executive communication coach who works with professionals on presentation skills, leadership communication, executive presence and other communication skills. She is the author of three books, including Smart Speaking and He and She Talk, and has appeared as a communication expert on Oprah and The Today Show. Her clients have included organizations such as Fidelity Investments, Bain Capital, MassMutual, State Street and Pfizer.

Alpine Engineering & Design provides expert witness and engineering services for complex technical matters. Our engineers help attorneys and clients understand technical issues, evaluate failures, and clearly communicate engineering findings. Learn more about our mechanical engineering expert witness services.