Yay, baseball is back – starting Thursday. I am a huge baseball fan and enjoy watching games at every level. It does not matter if it is the New York Yankees or my son’s Little League team, count me in. With the start of baseball, I am reminded about a lesson for lawyers. Maybe it’s a stretch to connect the two (baseball and this lesson) but lawyers like to talk about pitches. “I have a pitch meeting.” Marketers like to say, “make sure you prepare for the pitch meeting.” I balk at the concept of a pitch meeting.
Here is the lesson for lawyers: there is no such thing as a pitch meeting. I am hiding the ball somewhat because the illusion is in the term. I tell clients to start calling these meetings “catch” meetings. This is because it does not matter what you are pitching. Rather, it matters what the prospective client is catching. Thinking about it this way may be a curveball to you but let me explain. It does not matter what you are offering if the pitch is low and away. The batter will not even take a swing at it. So, before a catch meeting, find out exactly what the prospect is looking for and adjust your presentation.
The catcher lays down the sign. The pitcher delivers the desired pitch. We have success – a strikeout. How many times have you seen the pitcher shake off the catcher only to see a dinger leave the yard? The catcher calls the shots. Any good pitcher will tell you that he has much more success when he listens to his catcher.
The lesson for the lawyers – listen to the prospect.
So, take this lesson to heart. Getting a catch meeting is hard enough by itself. You cannot afford to strike out. On the other hand, get a whole bunch of plate appearances and do what you can to increase your batting average. We know your fielding is questionable, so you better produce at the plate. That is if you want to stay in the big league.
Ok, I have been locked up in my dugout for far too long. I want to get on the field and coach. This rain delay has gone on long enough. Talking with clients from the press box has gotten old. Is it obvious that I am pumped for the start of baseball?