LA Mediators

Mediators of Southern California

So it's been a rough week or two, and I've been pondering what makes your customers keep wanting to come back. Of course, results are a big plus. When I had a recent streak of 19 in a row with settlements, I would have thought that results were all you needed...

But now, this week I have had four in a row not settle. I'm batting 1 for 5, and it's only Wednesday. Last week I was 3 for 7. I'm seriously thinking I have misplaced my mojo. I suppose the French Canadian side of me is superstitious and believes in streaks, so I sure hope that this one ends. My own post-mortems don't really reveal anything I could have done to change the outcome, but nevertheless, unless you take each non-settled mediation as a learning tool, you are missing an opportunity.

So rather than wallow, it has made me think about the possibility that you can gain a "frequent flyer" client even if you can't settle every case he/she brings you. How do you increase the odds that you will impress someone enough to earn a place on their short list, even with a non-settled case?

The answer seems to be in the process. The parties really appreciate and expect to be heard and understood. This is the first and crucial part of the process while in session. When impasse comes and all creativity produces is the need for Advil, a non-settled case is not held against you as mediator, if the parties respect you for listening and trying everything.

Of course, a non-settled case simply creates future opportunities to re-contact the lawyers and brainstorm and folllow up. This is magic. The statistic show that 96% or so of civil cases settle, therefore following up will inevitably lead, in whole or in part, to a settled case almost every time.

The lesson: Treat the non-settled case as a future opportunity. You will distinguish yourself, and increase the chances of developing a solid business relationship. It will also keep you from beating yourself up if you are one of those overly competitive types as your energy will be channelled in the right direction...

Finally, I am hopeful that this selfish post has unjinxed me and I find my mojo tomorrow. If this doesn't work I am going to stop shaving until the Kings win the Stanley Cup...

Your president

Bob Tessier

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At the conclusion of the workshop, participants will be adept at implementing strategies to initiate or further develop their mediation practices, including but not limited to:Understanding how their unique skills and experience translate into a distinct market niche;Understanding the core essentials of marketing, advertising, branding and image building;Identifying and capitalizing on the single value added deliverable to which their potential clients will respond;Constructing an…See More
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American Institute of Mediation posted an event

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