CHAPTER 2
Shifting Perspective
Kent Was a brilliant attorney at a major law firm. His percentage of cases won was among the highest in the state. His reputation as a top-notch litigator was one of the reasons clients chose Kent's firm to represent them.
Kent had a major weakness outside the courtroom, however; he was lousy at handling clients. Nervous litigants would meet with Kent before a major trial, seeking reassurance. Intensely focused on trial strategy, Kent would spend most of the meeting discussing the weaknesses in their case. Clients left more nervous than they were when they came in. Upon receiving this feedback, Kent said, “Look, the case does have weaknesses; I'm not going to hide that. Besides, if they don't trust me to handle ...
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