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Best Practices

Best Practices

From David Natalizia:

Again and again your words ring true. I just got evaluations back from a webinar that I conducted, and I was amused that amidst many, many, great reviews there was a small handful of people who didn’t like it at all. Thanks to you, I know not to put too much stock in the glowing reviews and more importantly to disregard the unsatisfiable few altogether. Not long ago, I was like the “Mr Saturday Night” example you use, where one person not laughing amidst a huge positive audience would bring me down. Thanks, Alan!

I recently had to give a deposition in a civil case where I was functioning as an expert witness. The plantiff’s counsel, who was questioning me, began with a pretty aggressive attempt to destroy my credibility. After a couple of predictable questions about my background, he asked the following series of questions:
“Are you trying to make a million dollars from your clients?”
“Are you doing this work as a way to get rich?”
“I see that you fee is X… How much does that work out to per hour? Per minute?”
“Do you think it’s appropriate for consultants to make a million dollars a year?”

…and a few other questions along the same lines. I didn’t exactly know where he was coming from. Then he asks me “Then what do you have to say about this?” As he slid a photocopied piece of paper across the table and asked the court reporter to mark it as evidence. What was the piece of paper? It was a printout of the very brief review I’d done on Amazon.com for “The Million Dollar Consulting Toolkit”! I almost laughed, and told him that the book was about doing consulting that had high value, which entailed being great at what you do. It went right over his head. The case turned out fine, but his little ploy gave me a good laugh that I thought you might appreciate.

Best Regards,
David Natalizia

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 6

  • Meredith Hamilton

    November 3, 2009

    I love it! “Well done” to David on the confident and calm response to opposing counsel’s tactics.

  • Linda Henman

    November 4, 2009

    I’m baffled by the attorney’s questions. In what state is it illegal to make a million dollars? Get rich from clients? Have that as a goal? What was he trying to prove?
    Well done

  • Tammy Finch

    November 7, 2009

    I wonder what the attorney makes in a year. How can someone assume someone works at an hourly rate. Nice job for putting him in his place. It seems sometimes these guys do not do their homework.

  • Alan Weiss

    November 8, 2009

    I believe the “average” attorney in the US makes less than $100,000 a year.

  • Peter Bodifee

    November 10, 2009

    Actually a lot less then the 6 figure mark according to this survey:


  • Alan Weiss

    November 10, 2009

    When I looked at the bars in the graphic, they seemed to average about $85,000, which is less than $100,000, as I said. Some specialties make less, some more. The point is that most people assume lawyers make $150,000 and above. They don’t mostly because they are horrible business people.

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