{"id":1956,"date":"2015-11-03T14:24:51","date_gmt":"2015-11-03T14:24:51","guid":{"rendered":"https:\/\/www.eliott-markus.com\/wilo\/cabinets-davocats-promouvoir-la-competence-non-juridique\/"},"modified":"2023-06-22T15:59:25","modified_gmt":"2023-06-22T15:59:25","slug":"cabinets-davocats-promouvoir-la-competence-non-juridique","status":"publish","type":"wilo","link":"https:\/\/www.eliott-markus.com\/en\/wilo\/cabinets-davocats-promouvoir-la-competence-non-juridique\/","title":{"rendered":"Cabinets d\u2019avocats : promouvoir la comp\u00e9tence non juridique"},"content":{"rendered":"\n<h2 class=\"wp-block-heading\">La structure classique de la communication de l\u2019avocat s\u2019articule autour de deux axes\u00a0: <em>qui nous sommes<\/em> et <em>ce que nous faisons<\/em>.<\/h2>\n\n\n\n<h2 class=\"wp-block-heading\"><em>Qui nous sommes <\/em>raconte en g\u00e9n\u00e9ral l\u2019histoire du cabinet. \u00ab\u00a0Cr\u00e9\u00e9 il y a trente ans, le cabinet compte maintenant plus de trente avocats\u2026..\u00a0\u00bb. <em>Ce que nous faisons<\/em> est le plus souvent une longue \u00e9num\u00e9ration, sous forme de table des mati\u00e8res, de domaines de sous-domaines et de sous-sous- domaines d\u2019activit\u00e9s juridiques.<\/h2>\n\n\n\n<p>Les grands absents de ces pr\u00e9sentations sont les <em>soft skills<\/em><a href=\"#_ftn1\" target=\"_blank\" rel=\"noreferrer noopener\">[1]<\/a>. Comment traduire cette expression\u00a0? Les <em>soft skills<\/em> sont le savoir-\u00eatre, les comp\u00e9tences relationnelles et, plus g\u00e9n\u00e9ralement, les comp\u00e9tences humaines et non techniques. Un expert du droit commercial n\u2019est pas forc\u00e9ment un bon n\u00e9gociateur\u2026mais un bon n\u00e9gociateur peut faire gagner un dossier, peut obtenir pour son client des avantages d\u00e9cisifs. A comp\u00e9tence \u00e9gale, ce sont les <em>soft skills<\/em> qui font la vraie diff\u00e9rence entre les avocats<a href=\"#_ftn2\" target=\"_blank\" rel=\"noreferrer noopener\">[2]<\/a>.<\/p>\n\n\n\n<p>Plusieurs approches sont possibles pour faire la promotion de ces comp\u00e9tences non juridiques et en faire des armes de communication.<\/p>\n\n\n\n<p><strong>Le sens du service et la capacit\u00e9 d\u2019\u00e9coute<\/strong>. Les avocats qui ont un vrai sens du service sont avant tout ceux qui s\u2019int\u00e9ressent aux personnes qu\u2019ils ont en face d\u2019eux. Le client est une personne avant d\u2019\u00eatre un dossier. Il faut sortir des g\u00e9n\u00e9ralit\u00e9s pour donner des exemples concrets. \u00ab\u00a0<em>Deux fois par an, nous interrogeons tous nos clients sur leur degr\u00e9 de satisfaction<\/em>\u2026\u00a0\u00bb est infiniment plus convaincant que \u00ab\u00a0<em>le cabinet est \u00e0 l\u2019\u00e9coute de ses clients<\/em>\u00a0\u00bb.<\/p>\n\n\n\n<p><strong>Les talents personnels de l\u2019avocat<\/strong>. Comment faire valoir ses talents de plaideur ou de n\u00e9gociateur\u00a0? A chaque fois que c\u2019est possible, il faut relater ses faits d\u2019armes d\u2019une mani\u00e8re qui mette en valeur ce talent. \u00ab\u00a0<em>X a obtenu l\u2019acquittement de Y\u00a0\u00bb <\/em>est un message beaucoup plus fort que<em> \u00ab\u00a0X a repr\u00e9sent\u00e9 Y dans le dossier\u2026.<\/em>\u00a0\u00bb.<\/p>\n\n\n\n<p><strong>La culture des soft skills au sein du cabinet. <\/strong>Certains cabinets ont bien compris qu\u2019un avocat complet est un avocat qui sait allier ses comp\u00e9tences juridiques et techniques avec un ensemble de qualit\u00e9s humaines, comportementales, tactiques. Ces cabinets n\u2019h\u00e9sitent pas \u00e0 faire savoir que leurs avocats suivent r\u00e9guli\u00e8rement des formations dispens\u00e9es par des acteurs, des psychologues ou encore des sportifs.<\/p>\n\n\n\n<p>Le client part du principe que vous \u00eates juridiquement comp\u00e9tent. Pour le conqu\u00e9rir et le fid\u00e9liser, ce sont vos comp\u00e9tences humaines qui feront pencher la balance.<\/p>\n\n\n\n<hr class=\"wp-block-separator\"\/>\n\n\n\n<h4 class=\"wp-block-heading\">Pour aller plus loin<\/h4>\n\n\n\n<p><a href=\"#_ftnref1\" target=\"_blank\" rel=\"noreferrer noopener\">[1]<\/a> Developing Lawyers&#8217; &#8220;Soft Skills&#8221;\u2014A Challenge for the New Era in Legal Services, <a href=\"http:\/\/www.americanbar.org\" target=\"_blank\" rel=\"noreferrer noopener\">www.americanbar.org<\/a><br><a href=\"#_ftnref2\" target=\"_blank\" rel=\"noreferrer noopener\">[2]<\/a> Giuseppe Giusti, Soft Skills for Lawyers, Chelsea Publishing.<\/p>\n","protected":false},"author":11,"featured_media":0,"template":"","categories":[211],"tags":[24,102,44],"class_list":["post-1956","wilo","type-wilo","status-publish","hentry","category-metiers","tag-avocats","tag-skills","tag-strategie"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Cabinets d\u2019avocats : promouvoir la comp\u00e9tence non juridique<\/title>\n<meta name=\"description\" content=\"La structure classique de la communication de l\u2019avocat s\u2019articule autour de deux axes : qui nous sommes et ce que nous faisons.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.eliott-markus.com\/wilo\/cabinets-davocats-promouvoir-la-competence-non-juridique\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Cabinets d\u2019avocats : promouvoir la comp\u00e9tence non juridique\" \/>\n<meta property=\"og:description\" content=\"La structure classique de la communication de l\u2019avocat s\u2019articule autour de deux axes : qui nous sommes et ce que nous faisons.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.eliott-markus.com\/wilo\/cabinets-davocats-promouvoir-la-competence-non-juridique\/\" \/>\n<meta property=\"og:site_name\" content=\"eliott &amp; 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