Even in the darkest places . . .

By Clayton T. Robertson (Criminal Defense / Civil Rights Attorney)

Our clients are often coming to us during the darkest periods of their lives. This requires a skillset that transcends mere great lawyering.

Recently I read a book chapter about negotiation written by another attorney. We learn from court, from our own training and education, and from the experiences of others.

In this chapter, the attorney provided lessons about representing clients with which I couldn't agree more. I myself have always said you have to take your clients where they are -- meaning, accept them, accept their predicament without judgment, and do everything legally possible to help them.

This attorney stated, "No one wins alone." I couldn't agree more. He also added, "Where I learned that true power isn't in dominance but in understanding. Where I saw firsthand that even in the darkest places people look to whose who will fight for them." (See article and author below.) Again, I couldn't agree more.

Clients expect legal competence, and yes, legal brilliance. Ultimately, they hire you to solve a problem -- and that problem requires creativity, thoughtfulness, smarts, and experience.

But more than that, they need to see your commitment to them. They need to see you believe in them and will fight for them. This requires not just good lawyering and persistence but also empathy. And empathy requires a willingness to understand them and an ability to communicate in a way that attempts to restore their human dignity.

(Black Belt Negotiation: Winning Without Throwing the First Punch, Scott L. Frost.)