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BE CREATIVE
James Donovan
Goldman Sachs
CORPORATE LAWYERS
NEED TO GET CREATIVE
• Everyone should be creative as client managers, but especially corporate
lawyers....
COMMON SENSE RULES
• While most managers think they know about common sense, in practice,
it often gets lost in the proces...
KEEP THE CONVERSATION FLOWING
• Ask open-ended questions which require more than a ‘yes’ or ‘no’
response.
• One example i...
UNDERSTAND THE
PSYCHOLOGY OF PEOPLE
• If you really understand the psychology of human nature you’ll quickly
realize that ...
JIM DONOVAN: SOCIAL MEDIA PROFILES
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The secret of creativity according to James Donovan.

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Be creative by James Donovan

  1. 1. BE CREATIVE James Donovan Goldman Sachs
  2. 2. CORPORATE LAWYERS NEED TO GET CREATIVE • Everyone should be creative as client managers, but especially corporate lawyers. • Never just say “No” to a suggestion. If you have to answer in the negative, come up with an alternative. • Also be very clear about why you are rejecting the suggestion. • Now it is time to offer an alternative, preferably more than one.
  3. 3. COMMON SENSE RULES • While most managers think they know about common sense, in practice, it often gets lost in the process. • In other words, never forget to think about how a client is going to be hearing what you are saying. • So if they make a suggestion and you don’t think it is good for example, hearing “No” is hard. Hearing “No but how about…?” is much easier on the ears. • Common sense means you will get into the mind of the client and truly understand what specific issues they are encountering.
  4. 4. KEEP THE CONVERSATION FLOWING • Ask open-ended questions which require more than a ‘yes’ or ‘no’ response. • One example is: instead of saying “do you like the weather outside?” you will instead ask “how do you like the weather outside?” • When asking questions, think about how best to elicit the most information with an answer. • Understand the ego: people love to talk about themselves. So ask questions that encourage the client to talk about him/herself.
  5. 5. UNDERSTAND THE PSYCHOLOGY OF PEOPLE • If you really understand the psychology of human nature you’ll quickly realize that people just like to feel good about themselves and have confidence in what they are doing. • It is your job as a client manager to help them feel good and to give them the confidence they need to propel their project forward.
  6. 6. JIM DONOVAN: SOCIAL MEDIA PROFILES

The secret of creativity according to James Donovan.

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