A Survival Guide for Legal Practice Managers

A Survival Guide for Legal Practice Managers

Courageous conversations are your competitive advantage

Monday, August 06, 2018

By Linda Murray, Speaker & Executive Coach at Athena Coaching 

Courageous conversations challenge your confidence and your communication skills, but once mastered, give you a powerful marketplace advantage. These are the conversations which lead to peak performance in your team and establish your firm at the top of your profession.

Courageous conversation defined

A courageous conversation involves emotion… sometimes a lot of emotion! It might be one that involves confrontation or one you don’t want to have. Generally, these conversations make you feel uncomfortable or even catch you off-guard making you feel unprepared or even a little nervous.

For these reasons many people try to avoid such conversations. As you have probably noticed, no matter how deeply you hide your head in the sand, the need doesn’t go away. It might even escalate if you leave the matter unresolved.

Susan Scott, author of Fierce Conversations says, “Our work, our relationships, and our lives succeed or fail one conversation at a time. While no single conversation is guaranteed to transform a company, a relationship, or a life, any single conversation can. Speak and listen as if this is the most important conversation you will ever have with this person. It could be. Participate as if it matters. It does.”

How do courageous conversations give you a marketplace advantage?

When you possess the skill of having the conversations which other people aren’t – the difficult or delicate conversations they’re avoiding – you’re immediately ahead of the game. Your competitive advantage is created when you deal with people and talk through the issues which can make or break a team and business performance.

Mastering the art of courageous conversations builds relationships where people feel safe and valued and help you to gain their trust. Done well, courageous conversations create strong connections between people. People who feel connected are happier, more engaged and more confident. They work harder and contribute more. They’re willing to exceed expectations because they trust and feel trusted in return.

These conversations are your opportunity to build deeper, more effective relationships with the people around you, and that includes your clients. Remember, we all prefer to do business with people we know, like and trust.

The payoffs include a productive team, excellent performance, greater marketplace impact, stronger client loyalty and a more profitable bottom line.

The goals of a courageous conversation

Unlike normal conversations, courageous conversations are structured and have a clearly defined purpose. Whether you’re prepared for it or not, understanding the goals will help you manage:

  1. to discover the other person’s point of view and why it exists;

  2. to show your understanding, gain their trust and lay the groundwork for an open, honest and collaborative conversation;

  3. identify and agree on the gaps and work out the best action to take.

It’s important to understand these conversations aren’t about right and wrong; they are about differences in understanding and how to overcome them.

3 tips for conducting a courageous conversation

1.  Courageous conversations take skill and strategy to win a good result and these three tips are key to a good resolution. Learn to manage your fears

The conversation may not be easy and you might be uncomfortable. In some cases, you might even find that you’re in the wrong. It’s quite reasonable to feel hesitant or ever afraid of these conversations when you first start having them.

Focus on the benefits of the conversation. After all, if you don’t deal with the issues, they will continue and might even get worse, becoming a distraction and leaving a negative vibe. However, once the issues are bought to light and talked about, you have the beginnings of a resolution.

2.  Listen to truly understand

Become curious. Set your intent to listen to understand, not to agree or defend. Discover the intentions or the reasoning behind the action, rather than just talking about the results, especially if they’re negative. People are good and intend to do the right thing, so credit them with that.

3.  Be factual and honest

The key here is to avoid using critical or emotionally-laden language. Focusing on the facts as you see them gives you both something concrete to work on, particularly if one of you has misinterpreted them or missed vital information.

Working with the facts removes the emotion and negativity, allowing you to look for resolution. When you express yourself honestly, your authenticity shows. Make no mistake; people can tell when you’re being sincere and they’ll respond to it even if they don’t like what they must hear.

Courageous conversations are the game changers; the new currency in business, and your future results depend on it. Are you ready and willing to step up?

Meet the author, Linda Murray at the ALPMA Summit in September

"Courageous Conversations: You Shape the Future Firm with Every Conversation You Have"

Linda Murray, Executive Coach, Athena Leadership Academy 

Being masterful at Courageous Conversations is nothing short of an unfair competitive advantage. In fact, I believe Courageous Conversations are the game changers; the new currency in business.

Shaping the future firm does start with you, and it happens with every conversation you have. You know those uncomfortable conversations we hope will disappear if we avoid them ... yet they tend to grow?! Let me show you how having the courage to truly connect with the people around you will reveal a whole side of people, connection and business you’ve been missing!

This keynote will entertain, educate and inspire you to rethink how you approach conversations. When you truly understand what drives our interactions, you can know a more about people than they realise they are giving away! All you need is the tools you will learn and the courage to give it a go. The concepts you will learn during this keynote are immediately applicable in all areas of their life – both at work and at home.

After all, we communicate all the time. The result ... you will be a better colleague, leader, direct report, partner, parent, friend. 

About our Guest Blogger

Linda Murray is the founder, Speaker and Executive Coach at Athena Coaching and Athena Leadership Academy; the 

professional development hub for high performing and high potential leaders.

Linda ensures that your leaders and your teams are engaged, motivated and empowered to achieve the best results for your business.

Linda has run her own successful businesses since age 22, so understands what it takes to maximise the performance of yourself and those around you.

Connect with Linda on social media

LinkedIn - www.linkedin.com/in/lindamurrayathena/
Facebook - https://www.facebook.com/AthenaCoaching
Twitter – https://twitter.com/athena_coaching
YouTube - https://www.youtube.com/channel/UCPZWA24o0iohBl1O0LQxEkw

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