5 Essential Tips on How to How to Speak, Listen, and Engage Like a True Leader

Posted by

Kate Harry Shipham

Posted on

Mar 6, 2025

In the world of law firm leadership, the most successful marketing and business development professionals aren’t just skilled strategists—they’re influential communicators. They know how to speak with confidence, listen with intention, and engage in a way that earns trust from law firm leadership.

If you’re looking to elevate your presence and influence in your firm, these five key strategies will help you communicate like a true leader—whether you’re presenting to partners, leading a team, or navigating firm politics.

1. Speak with Authority: Own the Room

When you communicate with law firm leaders, you need to project confidence—because if you don’t believe in your ideas, why should they? The key to speaking with authority isn’t just about having the right words; it’s about how you deliver them.

Use clear, direct language – Lawyers appreciate precision. Skip the fluff and get to the point.

Frame everything through a business lens – Instead of saying, "This marketing campaign will increase engagement," say, "This initiative will generate X% more leads, resulting in estimated revenue of $X."

Slow down and pause – Confident speakers don’t rush. Strategic pauses show composure and give your words more weight.

If you want to command attention in a meeting, lower your voice slightly and end statements definitively instead of using a questioning tone.

2. Listen with Intent: Understand Before Responding

Leaders don’t just hear words; they listen for meaning, motivation, and underlying concerns. In high-stakes conversations with law firm partners, truly understanding their perspective can turn resistance into buy-in.

Listen for key business priorities – Is the firm focused on revenue growth? Client retention? Talent acquisition? Align your responses accordingly.

Ask strategic follow-up questions – Instead of rushing to provide a solution, ask “Can you share more about that challenge?” or “What would success look like for you?”

Repeat and reframe – Before responding, summarize their concern: “So if I understand you correctly, your main hesitation is around cost versus ROI. Let’s break that down.” This technique ensures clarity and builds trust.

In high-stakes conversations, silence is your friend. Pausing before responding makes you appear more thoughtful and engaged.

3. Engage with Influence: Tailor Your Message to Your Audience

A true leader knows that the same message doesn’t work for everyone. The way you pitch an idea to a managing partner should be very different from how you engage with an associate or a marketing colleague.

For law firm partners: Speak in terms of profitability, efficiency, and client impact.

For practice group leaders: Show how your ideas will make their specific practice more competitive.

For attorneys hesitant about business development: Make the process as simple and seamless as possible.

Always frame your ideas as a solution to their challenges, not just a marketing initiative. Instead of saying, “We should increase LinkedIn engagement,” say, “A stronger LinkedIn presence will position you as a thought leader, leading to more inbound referrals and client trust.”

4. Control the Narrative: Frame the Conversation

Influential leaders don’t just react to conversations—they guide them. Whether you’re pitching a new strategy or managing pushback, framing the conversation strategically gives you more control over the outcome.

Lead with context: “We’ve analyzed our competitors’ approach, and firms that implemented this strategy saw a 25% increase in revenue.”

Anticipate objections: Be ready for concerns like cost, time, or firm culture—and address them before they become roadblocks.

Redirect resistance: If a partner dismisses an idea too quickly, respond with: “I understand that concern. But what if we tested a small-scale version first? That way, we minimize risk while assessing results.”

Always have data and case studies ready to reinforce your argument. Law firm leaders respect evidence-based decisions.

5. Build Executive Presence: How You Show Up Matters

Leadership isn’t just about what you say—it’s about how you carry yourself in every interaction. Executive presence can make the difference between being heard and being respected as a strategic voice.

Dress and present yourself for the room you want to be in. Appearance matters in law firms.

Speak with measured confidence, not hesitation. Avoid phrases like “I think” or “Maybe we could…” Instead, say “Based on our data, this is the best path forward.”

Be the calmest person in the room. Leaders stay composed under pressure. Whether it’s a high-stakes pitch or a challenging partner conversation, keeping your cool commands respect.

When attending leadership meetings, speak early in the discussion. The sooner you contribute, the more weight your voice carries throughout the conversation.

Our Final Thoughts

Mastering the art of speaking, listening, and engaging like a leader is what sets high-performing legal marketing and BD professionals apart. These skills don’t just help you get buy-in for your ideas—they establish you as a true strategic advisor at your firm.

To recap, here’s how to elevate your executive presence:

Speak with authority – Own the room with clear, confident communication.
Listen with intent – Understand before responding, and ask powerful questions.
Engage with influence – Tailor your message to your audience’s priorities.
Control the narrative – Frame conversations to guide decision-making.
Build executive presence – Show up with confidence and composure.

By adopting these strategies, you’ll not only gain more influence at your firm—you’ll also position yourself as an indispensable leader in legal marketing and business development.