Changing Style on the Fly

To be a great associate, one must be able to modify the style (but not the substance) in which advice is given, based on the client’s body language (at a meeting) or tone (on a call) during the meeting or call.  If the client is clearly indicating that he or she wants only “yes”, “no” or “maybe”, then a great associate will give the client “yes”, no” or “maybe” and then the rationale, and if the client wants a long-form showing of work, the great associate can handle that too—even if, in either case, that was not clear from...

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