I was on a client call today with two partners and a question was flipped to me (I’m usually the note taker on calls) and I fumbled it (the client pushed back on a strategy I suggested). I remembered all the intelligent points I wanted to make after the fact.

Did any of you struggle with this and get better at thinking on your feet?

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Sometimes clients disagree with us - it’s not the end of the world. A key next step is knowing if your recommendation is worth doubling down on, as sometimes the client just misunderstood it or missed some nuance. If you realize they’re right, emphasize some fact or priority they brought up that changes the calculus.
As for not stumbling in the first place, it can help to start with iterating assumptions or repeating facts to give yourself a few seconds to think. Or ask a clarifying question before answering.

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Come up with something to say that allows you to stall a bit so that you have a moment to collect yourself. Usually I say something complementary like “that’s a great thought and I really appreciate your perspective.” You also can take a second to pause. I know it doesn’t seem like it but you can

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I struggled with this as a junior. It really does take practice and subject mastery. As I got more senior I more often found myself holding my tongue when I had thoughts on something with someone more senior on the call. It gets better!

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I suck at thinking on my feet when it is unexpected. I've found that with practice I'm getting better at it though!

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Was this about judgment or a matter of law or fact?

If this was about a judgment call, it’s often the case that law firms and even their clients engage in “group think.” It’s your call as to whether you want to be a disrupter or just go along with things.

You could say “I agree with your points. To play devil’s advocate, though, here’s another approach…”

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