Comments on: Cheap Meat or Prime? http://bennettandbennett.com/blog/2007/10/cheap-meat-or-prime.html the art and science of criminal defense trial lawyering Fri, 09 Jan 2009 01:52:49 +0000 http://wordpress.org/?v=2.7 hourly 1 By: Mark Bennett http://bennettandbennett.com/blog/2007/10/cheap-meat-or-prime.html/comment-page-1#comment-531 Mark Bennett Fri, 12 Oct 2007 02:53:00 +0000 http://bennettandbennett.com/blog/?p=335#comment-531 Mark,<br/><br/>Thanks for the comment, and for the earlier book recommendation. I bought the book. It's in my stack.<br/><br/>One way to describe the distinguishing factors is (also inspired by Chuck's blog): <a HREF="http://www.bennettandbennett.com/blog/2007/09/time-toil-talent-and-show.html" REL="nofollow">time, toil, and talent</a>. If the client believes that you are going to work more on his case (time), care about it more (resulting in toil), and do it better than anyone else (talent), he'll hire you. Mark,

Thanks for the comment, and for the earlier book recommendation. I bought the book. It’s in my stack.

One way to describe the distinguishing factors is (also inspired by Chuck’s blog): time, toil, and talent. If the client believes that you are going to work more on his case (time), care about it more (resulting in toil), and do it better than anyone else (talent), he’ll hire you.

]]> By: Mark Jakubik http://bennettandbennett.com/blog/2007/10/cheap-meat-or-prime.html/comment-page-1#comment-530 Mark Jakubik Fri, 12 Oct 2007 01:44:00 +0000 http://bennettandbennett.com/blog/?p=335#comment-530 Great post, Mark. You may recall that a few weeks ago I recommended a book to you - Evan Thomas' "The Man to See" about the legendary Edward Bennett Williams. I think that, in our line of work, differentiation is about making it clear to prospective clients why you are, for that case at that time, the man to see. "I'm the cheapest" or "I'm a rotarian" doesn't get you there. It's about what you bring to that case - in terms of talent, commitment or whatever - that enhances the probability of a positive outcome. As much as I enjoy Chuck's blog, I don't really see how the differentiating factors he discusses close the deal. Great post, Mark. You may recall that a few weeks ago I recommended a book to you - Evan Thomas’ “The Man to See” about the legendary Edward Bennett Williams. I think that, in our line of work, differentiation is about making it clear to prospective clients why you are, for that case at that time, the man to see. “I’m the cheapest” or “I’m a rotarian” doesn’t get you there. It’s about what you bring to that case - in terms of talent, commitment or whatever - that enhances the probability of a positive outcome. As much as I enjoy Chuck’s blog, I don’t really see how the differentiating factors he discusses close the deal.

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