Reading the Field: What Client Development Teaches Us About Listening

The useful part

One of the most important skills in client development is learning to truly listen. Pay attention to the details, the things they emphasize, and even the things they mention in passing. Someone paying closer attention sees the formation, reads the coverage, notices the opening, and understands how the play is developing before the ball is ever thrown.

How it works

• Use those moments as an opportunity to ask more thoughtful questions and show that you listened, are interested, and genuinely care about what matters to them.
• During one interview, the client mentioned that he and the organization he worked for were involved with a nonprofit health care organization that was looking for greater exposure.
• If a client opens the door by talking about their children, family, hobbies, or interests, take the opportunity to engage.
• People want to know that you care about them as a person and not simply as a client or a source of business.

What to take from it

Often, you will discover common interests or shared connections, and those moments can strengthen the relationship in ways that have nothing to do with a legal matter. If you discover commonalities, it is okay to share them briefly, but be mindful not to talk too much about yourself.

Details worth keeping

Listening helps you understand where it is going. The casual viewer may notice the pass, the catch, or the touchdown. Don't be afraid to ask questions about their personal life.