Junior Lawyers’ Nerve-Wracking Client Talks!

Why junior lawyers experience anxiety and lack of confidence during the client-facing meeting.

Without the right tools and techniques, young professionals may struggle to effectively engage with clients, leading to uncertainty and stress during these crucial interactions. By understanding the root of these challenges, we can better equip young professionals with the skills they need to approach interviews with confidence and ease.

How lack of training contributes to feelings of anxiety

Now that you are employed, reality is also sinking in.  You will now be tasked with dealing with real clients.  Tasked with sitting with those clients face-to-face to gather as much information as you can.  Tasked with conducting a professional meeting experience for a client that will be paying a fee for your services.  

You’ve confirmed the meeting date and time.  Have the interview room at your office booked.  Have worked diligently on a list of questions to ask the client.  

And, that is when the anxiety can start to seep in.  Ok, sometimes it may be more like a river breaking through a dam during a torrential rainfall.  Queue the drama but IYKYK.

While you’ve had ample education regarding the importance of gathering robust amounts of information, you’ve had little to no training on how to actually get it.

It is quite possibly the very first meeting that you have ever conducted solo.  

Thoughts that can contribute to anxiety and lack of confidence

1.  How do I get the person across the table talking if they become defensive or vague when I ask a question?

2. If I’m not able to effectively gather the information, how am I going to be in a position to make the best decisions for my client.

3.  What if I freeze or become tongue-tied during the meeting?

4. What if I say the wrong thing?

Do any of these thoughts ring true?  This lack of training leaves you feeling unsure about your ability to ask the right questions or manage the conversation during the meeting.  

This feeling of anxiety and/or lack of confidence is quite common for anyone who is new to the world of client-facing meetings particularly when you often feel the weight of client expectations and fear that mistakes could reflect poorly on your competence. 

What is so frustrating about all of this is that it is absolutely unnecessary.    

Where do you go from here?

These challenges are common but they can be mitigated with effective training.

Mastering the Cognitive Interview Technique will equip you with the skills to ask fewer, more effective questions during client meetings, enabling you to gather comprehensive and accurate information with greater ease and confidence.

What is the Cognitive Interview Technique?

The Cognitive Interview Technique is a tool used to encourage the person you are questioning to provide in-depth and accurate responses about either themselves or an event.  This technique helps lawyers stay focused, ask targeted questions, and manage their anxiety in client meetings. 

But, most importantly, it provides an interview Roadmap.   

Why do I even need an Interview Roadmap?

Think of it like taking a road trip across the country. You have a destination in mind, but without a GPS, you could get there—or you might not. Either way, you’re likely to face unnecessary delays and detours along the way.

Using the Cognitive Interview Technique as your interview roadmap is like using GPS. It helps you reach your destination faster, with fewer obstacles, and far less stress.

Why I know that having an Interview Roadmap works?

I know exactly what it’s like to feel anxious about client-facing meetings. 

Early in my career, I was thrown into situations where I had to visit clients’ homes and take statements, all without any formal training. It was overwhelming and intimidating. 

Fast forward ten years, and everything changed when two retired RCMP officers introduced me to the Cognitive Interview technique during an intensive week-long course. That training completely transformed my approach to gathering information and, more importantly, my confidence. 

I’ve even handled tricky situations like conducting interviews with two dogs growling at my feet the entire time! But, that’s a story for another day.

What can you do today to start building your confidence during a client facing meeting?

It takes time for junior lawyers to feel at ease in client-facing meetings, especially when gathering important information. 

Confidence doesn’t come overnight, and the skills needed to lead effective interviews evolve with practice and experience. Each interaction builds on the last, refining your ability to ask the right questions, read the room, and connect with the person across the table. 

By embracing the learning process and honing these skills, junior lawyers will gradually become more comfortable and effective in every client interaction.

How can I get my meetings off to the right start?

I’ve put together a Cheat Sheet specifically to help ease the anxiety of client-facing meetings. 

Inside, you’ll find essential do’s and don’ts to kickstart the conversation smoothly and quickly build rapport with the person across the table. It’s a practical easy to read guide to help you feel more confident and prepared ensuring every interview get’s off to the right start.

If you’re a junior lawyer struggling with building your confidence in client-facing meetings or interviewing clients in general, this guide will help you begin building your confidence.

Whether it’s not knowing how to start the conversation, difficulty building rapport, or challenges in gathering information, I’m here to help you navigate these situations. 

Let’s work together and take you from undertrained and overwhelmed to Confident and in Control!