Many attorneys hide behind a mask of invincibility. They easily talk about their strengths and accomplishments but never admit to their weaknesses and mistakes.
They want their clients to see them as tops in their field, the best of the best, massively successful and eminently capable of doing whatever their clients need.
Mistakes and weaknesses don’t fit in with that narrative.
But clients and colleagues know you’re human. They don’t expect you to be perfect. They trust you to be honest with them and do your best for them—unless they discover you’ve been hiding something.
In fact, one of the best ways to build trust among your clients and colleagues is to be upfront about your flaws.
Your imperfections humanize you and make you more trustworthy, not less. The trick is to admit to mistakes and flaws that people can understand and accept. The kind that make you “guilty with an explanation”.
You were late filing something because a page had to be re-printed or a signature was missing and you ran out of time. There was a late fee (which you paid, not your client) and all was well.
When you tell a client or prospect you don’t handle a certain type of case, and they expected you would because other lawyers do, tell them why you don’t. Most clients will respect your decision to stick to what you do best and not attempt to do everything or fake your way through it, but tell them this up front.
Your reputation is everything. You don’t have to reveal every blemish and imperfection, but don’t go out of your way to hide every single one, either.
I wrote recently that transparency is often overrated, and that’s true. But the consequences of a lack of transparency are often under-appreciated.
So, how much should you reveal and how much should you keep to yourself?
Good question. If you find a good answer, please let me know.
