January 17, 2007
Communications and Presentation Skills for the Attorney
From experience, I can tell you that anyone who has gone through media-style training with its emphasis on staying on message is likely to tell you that it changed their life. The skill makes you more effective as a presenter when performing before any size audience and when dealing one-on-one. Professional training will increase a firm’s success at business development. Law firm partners and associations will be more effective lawyers and businesspeople. And without professional training, you are at the mercy of the media and at risk of bundling a crisis situation.
Two weeks ago I had the opportunity to be involved in a project to coach a group on effective communication and presentation skills. This was aimed at improving sales, rainmaking, and results, but professional training makes all the difference in the world when it comes to dealing with the media or when engaged in crisis communication. Of course, world-class litigators would not be world-class litigators without these same skills.
The project gave me the opportunity to work with Aileen Pincus, President of The Pincus Group, Inc.. The Pincus team members are specialists in media training, crisis communications, and presentation skills. The coaching project covered two days. The first was devoted to developing your winning message and honing it down to the core value propositions that would win the day with your particular audience. The second day belonged entirely to The Pincus Group and was focused on developing one’s skill to stay on message but included an ample dose of presentation skills.
Throughout the day, participants were videoed, coached, and re-videoed by Pincus. As the day progressed, the efforts of the coach to get the participants off message increased. The improvement in the participants’ skills for remaining on message and for communicating in a powerful and effective way progressed remarkably throughout the day.
While it is the combination of the coaching and the video process that makes for an effective skill development environment, Aileen Pincus also drilled participants in basic presentation skills. For example:
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Use power words. Don’t equivocate, soften, or waiver.
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Offer opinions, clearly and interestingly stated. No fence sitting.
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Winning speech is positive and empowering
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Engage listeners with examples and explanations.
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Reward audiences with what’s in it for them.
Accomplishing your purpose through effective communication requires preparation, practiced presentation skills, and staying on message. You must start by knowing your audience, knowing your purpose, and knowing the message that will accomplish your purpose. Then you must stay on message.
If you are looking for ways to increase the effectiveness of your firm’s professional team, take a look at The Pincus Group. Dollar for dollar, it is one of the best investments you can make and it will generate more partner income. For more information, visit the Pincus Web site or call Aileen Pincus at 301/938-690 or reach her by e-mail to apincus@thepincusgroup.com.
Morepartnerincome.com is sponsored by Juris, Inc. For information about Juris® products and services for increasing law firm performance and partner income, go to www.Juris.com.
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