Relationship Building Skills: The Pathway From the Zone of Indifference

The greatest threat to the career of any associ­ate or partner is client indifference. (For many associates, a senior attorney is often the client.) Client indifference is the perception of clients that all the lawyer offers is a set of high-quality yet interchangeable, non-differentiated legal skills. Lawyers for whom clients cannot easily discern a truly unique and sustainable set of benefits will not create preference (with clients) and will reside in what we call the Zone of Indifference.

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