Client Counselling

Part 1
What is a client?

How do you differentiate

between a client and a
potential client?

*Rule 1?
What is a Warrant to Act?
Also known as a letter of engagement

It is an authorisation that permits a lawyer

to act on behalf of the client.

Should contain the following:-

- Mandate
- Fees
- Scope of work
Preparatory work
Carried out before meeting the client;

Purpose is to have a reasonable understanding of

3 components:-

- The industry;
- The law;
- The client
Be prepared at all times:
You boss has just told you that a potential client is coming to the office in 15 minutes. He
is tied up in a meeting and needs you to brief him on everything he needs to know before
the meeting. You need to convey all the relevant information to him in 5 minutes. Here is
what you know so far:-

The MRT construction in Sungai Buloh has come to a halt due to a person on a key piece
of land refusing to leave the land. The project is losing about 300,000/- per day. The PDP
MMC Gamuda is not in a position to take action and MRT Corp needs a resolution to this
immediately. The Selangor State Government is on board and claims land acquisition has
been complied with.
Types of clients
How do you begin a client counselling session?
Building a rapport:-

Identify who your client is and what their

general issue is;

Learn to read the demeanour of your client

quickly;

Respond accordingly;

Small talk.
Always remember the objective:

To obtain information about the case

Other reasons:-

Assess suitability as Assess potential

a witness To build confidence
pitfalls
Small talk is done, what’s next?

Comfort of the client;

Allocation of time;

Note taking;

ASSURANCE OF CONFIDENTIALITY
Diving into the facts Active Listening (participative)

Passive Listening (unguided) vs. Controlled

Listening is the primary skill. Listening (guided)
Diving into the facts
Open ended
Questioning Techniques
What happened that morning?

Leading

There was no stop sign was there?

Narrow

How many people were in the car?

Do’s & Don'ts
- Be friendly, courteous and polite - Don’t be overly friendly
- Be professional in your demeanour and - Do not try to impress
speech - Do not commit to something you cannot
- Be confident guarantee
- Be honest about your knowledge - Never lie
- Record everything - Do not assume anything
- Never belittle the situation
- Do not share too many personal examples
Body language
As important as it is to obtain information
through what a client says, what they don’t say is
equally important.

- Are they hiding something

- Are they afraid of something
- Do they have trust issues
- Are they trying to manipulate you
- Is there something embarrassing
Be who you are, not who your
client wants you to be.