Canadian Lawyer

w w w . C A N A D I A N L a w y e r m a g . c o m J U L Y 2 0 1 7 31 Kathryn Szymczyk, an Ottawa coach who specializes in business develop- ment for lawyers, has worked with many who were reluctant to do marketing. "Lawyers need a new mindset in this area," she says. "They're accomplished in the area of practising law and feel that should be enough. But lawyers can no longer wait for clients to knock on the door. They need to be more commer- cially minded, and they're very resistant to it." Szymczyk shows these reticent rain- makers that they can apply the same problem-solving skills with which they practise law to the sales process. She works with them to re-frame the con- cept of sales — away from superficial self-promotion and schmooze — to a process of asking questions of a poten- tial client to elicit the information they would need to solve their problem. The approach, says Szymczyk, is "to figure out, in a very client-centric way, what the individual problems of their target audience are and then do personalized problem-solving, which is what really results in satisfied and loyal customers." One Szymczyk client, the head of the IP group at a full-service law firm, was well known in his sector. In fact, poten- tial clients viewed him as being too busy with important cases to provide the kind of personalized attention they wanted. The IP lawyer was planning to meet with an important potential software [BUSINESS DEVELOPMENT TRAINING INVOLVES FIGURING OUT] WHAT THE INDIVIDUAL PROBLEMS OF [LAWYERS'] TARGET AUDIENCE ARE AND THEN DO PERSONALIZED PROBLEM-SOLVING... Kathryn Szymczyk For 26 years, practitioners have turned to this classic for thorough coverage – from the historical and philosophical context of the law to the latest developments. You'll find clear, thoughtful analysis that has earned numerous citations by the Supreme Court of Canada and courts in every province. New and updated • Updates on the liability of public authorities, including which statutes or interactions give rise to a duty of care • A closer look at the Supreme Court of Canada's judgment on causation in Clements v. Clements, including its impact on subsequent judgments • Extensive updates on business torts arising from the Supreme Court of Canada's articulation of the elements of the tort of unlawful means in A.I. Enterprises Ltd. v. Bram Enterprises Ltd. • Clarification of elements of the tort of private nuisance as articulated in Antrim Truck Centre Ltd. v. Ontario (Transportation) • Inclusion of several important judgments from other common law jurisdictions • New material relating to environmental protection and pollution throughout • Examination of important lower court judgments on such topics as: – expert testimony in professional negligence cases – liability of third parties for the wrongs committed by others – vicarious liability disputes – liability for injuries caused by animals New Edition Tort Law, Sixth Edition Lewis N. Klar, Q.C., and Cameron Jefferies Available risk-free for 30 days Order Online: www.carswell.com | Call Toll-Free: 1-800-387-5164 In Toronto: 416-609-3800 Order # 988018-65201 $305 Hardcover approx. 980 pages May 2017 978-0-7798-8018-8 Shipping and handling are extra. Price(s) subject to change without notice and subject to applicable taxes. © 2017 Thomson Reuters Canada Limited 00244QH-A86401-CM Stay on top of your game with one of tort law's most trusted names

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