A project known as Educating Tomorrow’s Lawyers has recently completed a survey that asked lawyers to identify the foundational skills and characteristics that new lawyers need to effectively practice law. A preview of the survey results presented at a conference I attended got me thinking about the reality of law practice versus the public perception.
According to the survey, experienced practitioners, no matter their age, practice area, or practice setting, were in agreement about what new lawyers need to know and do. And, although legal research and writing made the top 20, most of the foundational skills list had more to do with character and behavior: honoring commitments, treating others with courtesy and respect, listening attentively, taking individual responsibility, and having integrity and trustworthiness.
I think these results don’t surprise most of us in the profession, but they certainly would be surprising to the general public. Why is there such a discrepancy between our view and the public perception of lawyers? There are many articles and blogs on why lawyers are distrusted and disliked: Why People Hate Lawyers: Getting Beyond the Stereotypes; Why Do People Hate Lawyers So Much?; Top 10 Reasons Why Entrepreneurs Hate Lawyers.
A recent scientific study provides some interesting insights. It finds that lawyers belong to the “envied” professions that are viewed as highly competent but very low in trustworthiness and “warmth.” The perceived lack of warmth is a problem. To be effective, a communicator must be viewed as both knowledgeable and trustworthy. Knowing this, how can we overcome the perception? The study suggests that showing concern for individuals and issues is helpful. Discussing, teaching, and sharing are “warmer” modes of communication that develop trust.
Taking time to build trust with clients is important.
The popular book “The Trusted Advisor” and its sequel, “The Trusted Advisor Fieldbook,” explore building trust in business and professional relationships. The authors note that listening effectively is critical to building trust. Other techniques include being consistent, responsive, confident, and admitting mistakes. The techniques to build trust may take a little extra time, but they can help overcome the public’s negative perception of lawyers, one client at a time.