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Law Practice and the Fear Factor

Fear is at once a primal motivator and deterrent, observes Arnie Herz at the blog legal sanity. Given this, he says, it is important to understand the fear factor in the practice of law:

[I]n most dispute scenarios and transactional matters, the parties experience fear to some degree. There’s fear of monetary or property loss. Fear of being denied rights and justice. Fear of being taking advantage of or disempowered. Fear of not being seen or heard. Then there’s the lawyers’ own fears concerning win, loss, monetary gain, reputation, recognition and billable hours. The list goes on and on. So, it’s fair and honest to say that fear is a big factor when it comes to the delivery and consumption of legal services.

Herz points to blogger Kathy Sierra's post, Reducing Fear is the Killer App, in which she writes:

He who reduces fear better than the competition can, potentially, stop competing on price, convenience, or just about anything else. Reduce my fear, and I'll be grateful forever.

These observations lead Herz to a common-sense but little considered conclusion:

[A]s lawyers looking to optimize our business, we’d do well to consider how fear is factoring in to our clients' perception of their legal issues and their legal representation.

Take Herz's advice and fear not the business that might follow.

Posted by Robert J. Ambrogi on October 17, 2006 at 06:02 PM | Permalink | Comments (0)

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